Essentials of negotiation

by Lewicki, Roy J.

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Title Statements

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

Edition Statements

Publication Date:©2011.
Edition:5th ed

Publication Statements

Publisher(s):McGraw-Hill Irwin
Place of Publication:New York, NY
Language:eng
Publication Date:©2011.

The Physical Object

Description:xiv, 290 pages

Edition Identifiers

ISBN:9780073530369, 0073530360, 9780071267731, 0071267735
oclc:ocn702349427
LC Classification:HD58 .6 L671n 2011
Dewey Decimal:658.4/052

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.

Subjects

Conflict management -- Handbooks, manua… Gestion des conflits -- Guides, manuels… Négociations Négociations -- Planification Négociations (Affaires) Négociations (Affaires) -- Guides, manu… negotiating Negotiation Negotiation -- Planning Negotiation in business Negotiation in business -- Handbooks, m…