Essentials of negotiation /
Lewicki, Roy J.
Essentials of negotiation / Roy J. Lewicki, The Ohio State University, Bruce Barry, Vanderbilt University David M. Saunders, Queen's University. - Sixth Edition. - pages cm
The nature of negotiation1 -- 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.
9780077862466 (alk. paper)
Negotiation in business.
Negotiation.
HD58.6 / .L487 2015
Essentials of negotiation / Roy J. Lewicki, The Ohio State University, Bruce Barry, Vanderbilt University David M. Saunders, Queen's University. - Sixth Edition. - pages cm
The nature of negotiation1 -- 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.
9780077862466 (alk. paper)
Negotiation in business.
Negotiation.
HD58.6 / .L487 2015