Essentials of negotiation /
Lewicki, Roy J.,
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders. - Fourth edition. - xiii, 294 pages : illustrations ; 23 cm
Previous ed.: 2003.
Includes bibliographical references (pages 265-285) 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 Communication -- Communication -- Finding and Using Negotiation Power -- Ethics in Negotiation -- Relationships in Negotiation -- Multiple Parties and Teams -- International and Cross-Cultural Negotiation -- Best Practices in Negotiations. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12.
"ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact."--Publisher description.
0073102768 9780073102764 0071254277 9780071254274
2006044887
Negotiation in business
Negotiation
HD58.6 / .L487 2007
658.4052
Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders. - Fourth edition. - xiii, 294 pages : illustrations ; 23 cm
Previous ed.: 2003.
Includes bibliographical references (pages 265-285) 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 Communication -- Communication -- Finding and Using Negotiation Power -- Ethics in Negotiation -- Relationships in Negotiation -- Multiple Parties and Teams -- International and Cross-Cultural Negotiation -- Best Practices in Negotiations. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12.
"ESSENTIALS OF NEGOTIATION, 4e is a short paperback derivative from the main text, NEGOTIATION, 5e. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Fourteen of the 20 chapters from the main text have been included (about half have been shortened by about 1/3) for this volume. Chapters are shortened by removing more 'academic' material and some of the boxes. This effectively leaves the message and theories of negotiation intact."--Publisher description.
0073102768 9780073102764 0071254277 9780071254274
2006044887
Negotiation in business
Negotiation
HD58.6 / .L487 2007
658.4052