Essentials of negotiation Roy J. Lewicki, David M. Saunders, Bruce Barry.
Material type:
TextPublication details: New York : McGraw-Hill/Irwin, c2011.Edition: 5th edDescription: xiv, 290 p. : ill. ; 23 cmISBN: - 9780071267731
- 0073530360 (alk. paper)
- 658.4/052 5 LEW
- HD58.6 .L487 2011
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| 658.4052 LEW Essentials of negotiation | 658.4052 LEW Essentials of negotiation | 658.4052 LEW Essentials of negotiation | 658.4052 LEW Essentials of negotiation | 658.4052 NPT Student study text procurement business negotiations | 658.4052 NPT Student study text procurement business negotiations | 658.4052 NPT Student study text procurement business negotiations |
Includes bibliographical references (p. 261-279) and index.
The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative bargaining -- Negotiation : strategy and planning -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Ethics in negotiation -- Relationships in negotiation -- Multiple parties and teams -- International and cross-cultural negotiation -- Best practices in negotiation.
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