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Essentials of negotiation / Roy J. Lewicki, David M. Saunders, Bruce Barry.

By: Contributor(s): Material type: TextTextPublication details: New York : McGraw-Hill/Irwin, c2011.Edition: 5th edDescription: xiv, 290 p. : ill. ; 23 cmISBN:
  • 9780071267731
  • 0073530360 (alk. paper)
Subject(s): DDC classification:
  • 658.4/052 5 LEW
LOC classification:
  • HD58.6 .L487 2011
Contents:
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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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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