Negotiation / Roy J. Lewicke, David M. Saunders, Bruce Barry.
Material type: TextLanguage: English Publication details: Boston, Mass : McGraw-Hill/Irwin, 2006Edition: 5th edDescription: xix, 597 p. : ill. ; 23 cmContent type: ISBN: 0071244603 (Intl. ed.); 9780071244602Uniform titles: Negotiation. Subject(s): Negotiation in businessDDC classification: 658.30014 LOC classification: HD58.6 | .L49 2006Item type | Current library | Home library | Call number | URL | Status | Notes | Date due | Barcode | Item holds |
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Books | BUC | BUC | 658.30014 LRN (Browse shelf (Opens below)) | Link to resource | Available | A - 36 | 15351 |
.Rev. ed. of: Negotiation / Roy J. Lewicki ... [et al.]. 4th ed. c2003
Includes bibliographical references (p. 527-573) and index.
The Nature of Negotiation -- Strategy and Tactics of Distributive Bargaining -- Strategy and Tactics of Integrative Negotiation -- Negotiation Strategy and Planning -- Perception, Cognition, and Emotion -- Communication -- Finding and Using Negotiation Power -- Influence -- Ethics in Negotiation -- Relationships in Negotiation -- Agents, Constituencies, Audiences -- Coalitions -- Multiple Parties and Teams -- Individual Differences I: Gender and Negotiation -- Individual Differences II: Personality and Abilities -- International and Cross-Cultural Negotiation -- Managing Negotiation Impasses -- Managing Negotiation Mismatches -- Managing Difficult Negotiations: Third Party
.Approaches -- Best Practices for Negotiators
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