Essentials of negotiation /
Lewicki, Roy J.,
Essentials of negotiation / Roy J. Lewicki, he Ohio State University, Bruce Barry, Vanderbilt University, David M. Saunders, Queen's University. - Sixth edition. - xv, 317 pages : illustrations ; 24 cm
Includes bibliographical references and index.
The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative negotiation -- Negotiation : strategy and planning -- Ethics in negotiation -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Relationships in negotiation -- Multiple parties, groups, and teams in negotiation -- International and cross-cultural negotiation -- Best practices in negotiations -- Endnotes -- Bibliography -- Index.
0077862465 9780077862466 9814577278 9789814577274
2014041287
Negotiation in business.
Negotiation.
HD58.6 / .L487 2016
658.4052
Essentials of negotiation / Roy J. Lewicki, he Ohio State University, Bruce Barry, Vanderbilt University, David M. Saunders, Queen's University. - Sixth edition. - xv, 317 pages : illustrations ; 24 cm
Includes bibliographical references and index.
The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative negotiation -- Negotiation : strategy and planning -- Ethics in negotiation -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Relationships in negotiation -- Multiple parties, groups, and teams in negotiation -- International and cross-cultural negotiation -- Best practices in negotiations -- Endnotes -- Bibliography -- Index.
0077862465 9780077862466 9814577278 9789814577274
2014041287
Negotiation in business.
Negotiation.
HD58.6 / .L487 2016
658.4052