000			01767nam a2200205 4500
999			_c4537 _d4537
020			_a9780071263641
020			_a0071263640
050			_aHD58.6 _b.L49
100			_aLewicki, Roy J.
245			_aNegotiation / _cRoy J. Lewicki, Bruce Barry, David M. Saunders
250			_a6th
260			_aBoston _bMcGraw-Hill _c2010
300			_axvi, 632 pages : _b illustrations ; _c24 cm
500			_aIncludes bibliographical references and index
505			_aPart 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
650			_aNegotiation in Business
700			_aBarry, Bruce
700			_aSaunders, David M.
942			_cBK