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011 | _aZ3950 Search: @attr 1=7 "9781266913396" | ||
011 | _aZ3950 Record: 1 of 2 | ||
020 | _a1266913394 | ||
020 | _a9781266913396 | ||
035 | _a(OCoLC)1429892222 | ||
040 |
_aAU@ _beng _cAU@ _dOCLCO _dZ5A |
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050 | 4 |
_aHD58.6 _b.L49 2024 |
|
082 | 0 | 4 |
_a658.4052 _223 |
099 | _a658.4052 LEW | ||
100 | 1 |
_aLewicki, Roy J _eauthor. _91030948 |
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245 | 1 | 0 |
_aEssentials of negotiation / _cRoy J. Lewicki, The Ohio State University, Bruce Barry, Vanderbilt University, David M. Saunders, McGill University. |
250 | _a2024 release, International Student Edition. | ||
264 | 1 |
_aNew York, NY : _bMcGraw Hill LLC, _c[2024] |
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264 | 4 | _c©2024 | |
300 |
_axvii, 333 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 | _a“… this book represents a response to many faculty who wanted a brief version of the longer text, Negotiation (Ninth edition). The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation.”—page v. | ||
504 | _aIncludes bibliographical references and index. | ||
505 | 0 | _a1. The Nature of Negotiation -- 2. Strategy and Tactics of Distributive Bargaining -- 3. Strategy and Tactics of Integrative Negotiation -- 4. Negotiation Strategy and Planning -- 5. Ethics in Negotiation -- 6. Perception, Cognition, and Emotion -- 7. Communication -- 8. Power and Influence in NegotiationFinding and Using Negotiation Power -- 9. Relationships in Negotiation -- 10. Multiple Parties and Groups in Negotiations -- 11. International and Cross-Cultural Negotiation -- 12. Best Practices in Negotiations. | |
520 | _aEssentials of Negotiation is a condensed version of the main text, Negotiation. 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. Several chapters from the main text have been condensed for this volume. These condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation sub processes, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process. | ||
588 | _aRDA encoding generated via machine conversion from non-ISBD record. | ||
650 | 0 |
_aNegotiation in business. _9321348 |
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650 | 0 |
_aNegotiation. _9321347 |
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700 | 1 |
_aSaunders, David M., _eauthor. _91069819 |
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700 | 1 |
_aBarry, Bruce, _d1958-, _eauthor. _9439936 |
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942 | _cB | ||
999 |
_c1898689 _d1898689 |