Essentials of negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders.
Material type: TextPublisher: Boston, Mass. : McGraw-Hill/Irwin, 2007Edition: Fourth editionDescription: xiii, 294 pages : illustrations ; 23 cmContent type:- text
- unmediated
- volume
- 0073102768
- 9780073102764
- 0071254277
- 9780071254274
- 658.4052 22
- HD58.6 .L487 2007
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 |
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658.4052 HAR Harvard business essentials : negotiation. | 658.4052 KOR Negotiation theory and strategy / | 658.4052 KOR The five golden rules of negotiation / | 658.4052 LEW Essentials of negotiation / | 658.4052 LEW Negotiation / | 658.4052 LEW Negotiation / | 658.4052 LEW Negotiation / |
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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