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Negotiation / Roy J. Lewicke, David M. Saunders, Bruce Barry.

By: Contributor(s): Publication details: Boston ; Mass. : McGraw-Hill Irwin, c2006.Edition: 5th editionDescription: xix, 597 p. : ill. ; 23 cmISBN:
  • 0072973072 (alk. paper)
  • 0070611149
Subject(s): DDC classification:
  • 658.4052 23 LEW
Online resources:
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Item type Current library Call number Copy number Status Date due Barcode
Book Open Access Book Open Access Engineering Library 658.4052 LEW 1 (Browse shelf(Opens below)) 1 Available BUML24020228


TABLE OF CONTENTS

1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation Strategy and Planning
5. Perception, Cognition, and Emotion
6. Communication
7. Finding and Using Negotiation Power
8. Influence 9. Ethics in Negotiation
10. Relationships in Negotiation
11. Agents, Constituencies, Audiences
12. Coalitions
13. Multiple Parties and Teams
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
16. International and Cross-Cultural Negotiation
17. Managing Negotiation Impasses
18. Managing Negotiation Mismatches
19. Managing Difficult Negotiations: Third Party Approaches
20. Best Practices for Negotiators

Includes bibliographical references (p. 527-573) and indexes.

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