TY  - BOOK
AU  - Lewicki, Roy J. 
AU  - Barry, Bruce
AU  - Saunders, David M.
TI  - Negotiation / 
SN  - 9780071263641
AV  - HD58.6 .L49
PY  - 2010///
CY  - Boston
PB  - McGraw-Hill
KW  - Negotiation in Business
N1  - 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
ER  -