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Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders.

By: Contributor(s): Material type: TextTextPublisher: Boston, Mass. : McGraw-Hill/Irwin, 2007Edition: Fourth editionDescription: xiii, 294 pages : illustrations ; 23 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 0073102768
  • 9780073102764
  • 0071254277
  • 9780071254274
Subject(s): DDC classification:
  • 658.4052 22
LOC classification:
  • HD58.6 .L487 2007
Online resources:
Contents:
1. The Nature of Negotiation -- 2. Strategy and Tactics of Distributive Bargaining -- 3. Strategy and Tactics of Integrative Negotiation -- 4. Negotiation, Strategy and Planning -- 5. Perception, Cognition, and Communication -- 6. Communication -- 7. Finding and Using Negotiation Power -- 8. Ethics in Negotiation -- 9. Relationships in Negotiation -- 10. Multiple Parties and Teams -- 11. International and Cross-Cultural Negotiation -- 12. Best Practices in Negotiations.
Summary: "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.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Book City Campus City Campus Main Collection 658.4052 LEW (Browse shelf(Opens below)) 1 Available A377292B

Previous ed.: 2003.

Includes bibliographical references (pages 265-285) and index.

1. The Nature of Negotiation -- 2. Strategy and Tactics of Distributive Bargaining -- 3. Strategy and Tactics of Integrative Negotiation -- 4. Negotiation, Strategy and Planning -- 5. Perception, Cognition, and Communication -- 6. Communication -- 7. Finding and Using Negotiation Power -- 8. Ethics in Negotiation -- 9. Relationships in Negotiation -- 10. Multiple Parties and Teams -- 11. International and Cross-Cultural Negotiation -- 12. Best Practices in Negotiations.

"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.

Machine converted from AACR2 source record.

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