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Lewicki, Roy J.

Negotiation / Roy J. Lewicki, Bruce Barry, David M. Saunders - 6th - Boston McGraw-Hill 2010 - xvi, 632 pages : illustrations ; 24 cm

Includes bibliographical references and index

Part 1: Negotiation Fundamentals
Chapter 1.The Nature of Negotiation
Chapter 2.Strategy and Tactics of Distributive Bargaining Chapter 3.Strategy and Tactics of Integrative Negotiation Chapter 4.Negotiation: Strategy and Planning

Part 2: Negotiation Subprocesses
Chapter 5.Perception, Cognition, and Emotion
Chapter 6.Communication
Chapter 7.Finding and Using Negotiation Power
Chapter 8.Influence
Chapter 9.Ethics in Negotiation

Part 3: Negotiation Contexts
Chapter 10.Relationships in Negotiation
Chapter 11.Agents, Constituencies, Audiences
Chapter 12.Coalitions
Chapter 13.Multiple Parties and Teams

Part 4: Individual Differences
Chapter 14.Individual Differences I: Gender and Negotiation Chapter 15.Individual Differences II: Personality and Abilities

Part 5: Negotiation across Cultures
Chapter 16.International and Cross-Cultural Negotiation

Part 6: Resolving Differences
Chapter 17.Managing Negotiation Impasses
Chapter 18.Managing Negotiation Mismatches
Chapter 19.Third Party Approaches to Managing Difficult Negotiations

Part 7: Summary
Chapter 20.Best Practices in Negotiations
Bibliography
Name Index
Subject Index

ISBN: 9780071263641 0071263640

Subjects--Topical Terms:
Negotiation in Business

LC Class. No.: HD58.6 / .L49