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| 005 | 20221101230249.0 | ||
| 008 | 060912s2007 maua b 001 0 eng d | ||
| 010 | _a 2006044887 | ||
| 011 | _aBIB MATCHES WORLDCAT | ||
| 020 |
_a0073102768 _qalk. paper |
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| 020 |
_a9780073102764 _qalk. paper |
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| 020 |
_a0071254277 _qpbk. |
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| 020 |
_a9780071254274 _qpbk. |
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| 035 | _a(ATU)b11376715 | ||
| 035 | _a(OCoLC)65205173 | ||
| 040 |
_aDLC _beng _erda _cDLC _dBAKER _dC#P _dYDXCP _dBTCTA _dUKM _dNLGGC _dOCLCG _dATU |
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| 050 | 0 | 0 |
_aHD58.6 _b.L487 2007 |
| 082 | 0 | 0 |
_a658.4052 _222 |
| 100 | 1 |
_aLewicki, Roy J., _eauthor. _91030948 |
|
| 245 | 1 | 0 |
_aEssentials of negotiation / _cRoy J. Lewicki, Bruce Barry, David M. Saunders. |
| 250 | _aFourth edition. | ||
| 264 | 1 |
_aBoston, Mass. : _bMcGraw-Hill/Irwin, _c2007. |
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| 300 |
_axiii, 294 pages : _billustrations ; _c23 cm |
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| 336 |
_atext _btxt _2rdacontent |
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| 337 |
_aunmediated _bn _2rdamedia |
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| 338 |
_avolume _bnc _2rdacarrier |
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| 500 | _aPrevious ed.: 2003. | ||
| 504 | _aIncludes bibliographical references (pages 265-285) and index. | ||
| 505 | 0 | 0 |
_g1. _tThe Nature of Negotiation -- _g2. _tStrategy and Tactics of Distributive Bargaining -- _g3. _tStrategy and Tactics of Integrative Negotiation -- _g4. _tNegotiation, Strategy and Planning -- _g5. _tPerception, Cognition, and Communication -- _g6. _tCommunication -- _g7. _tFinding and Using Negotiation Power -- _g8. _tEthics in Negotiation -- _g9. _tRelationships in Negotiation -- _g10. _tMultiple Parties and Teams -- _g11. _tInternational and Cross-Cultural Negotiation -- _g12. _tBest Practices in Negotiations. |
| 520 | _a"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. | ||
| 588 | _aMachine converted from AACR2 source record. | ||
| 650 | 0 |
_aNegotiation in business _9321348 |
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| 650 | 0 |
_aNegotiation _9321347 |
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| 700 | 1 |
_aBarry, Bruce, _d1958- _eauthor. _9439936 |
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| 700 | 1 |
_aSaunders, David M., _eauthor. _91069819 |
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| 856 | 4 | 2 |
_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy0737/2006044887-b.html |
| 907 |
_a.b11376715 _b10-06-19 _c27-10-15 |
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