Negotiation / Roy J. Lewicke, David M. Saunders, Bruce Barry.

By: Lewicki, Roy JContributor(s): Saunders, David M | Barry, Bruce, 1958- | Lewicki, Roy J. NegotiationMaterial type: TextTextLanguage: 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 2006
Contents:
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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.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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