Essentials of negotiation / Roy J. Lewicki, David M. Saunders, Bruce Barry.
Material type:
TextPublication details: Boston McGraw-Hill 2011Edition: Fifth editionDescription: xiv, 290 pages : illustrations ; 23 cmISBN: - 0071267735
- 9780071267731
- HD58.6 .L49
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Methodist University Library Main General Stacks | Reference | HD58.6 .L49 (Browse shelf(Opens below)) | Available | 34809 | |||||||||||||
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Books
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Methodist University Library Main General Stacks | Reference | HD58.6 .L49 (Browse shelf(Opens below)) | Available | 34810 |
"McGraw-Hill International Edition"--Cover.
Chapter 1. The nature of negotiation --
Chapter 2. Strategy and tactics of distributive bargaining -- Chapter 3. Strategy and tactics of integrative bargaining -- Chapter 4. : strategy and planning --
Chapter 5. Perception, cognition, and emotion --
Chapter 6. Communication --
Chapter 7. Finding and using negotiation power --
Chapter 8. Ethics in negotiation --
Chapter 9. Relationships in negotiation --
Chapter 10. Multiple parties and teams --
Chapter 11. International and cross-cultural negotiation --
Chapter 12. Best practices in negotiation.
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