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Title Essentials of negotiation
 
Author(s) Lewicki, Roy J.
Local Call Num. 7089
ISBN 9780071267731
0-07-126773-5
Level Universitar
Pages xiv, 290 p.
Publishing Info New York McGraw-Hill/Irwin c2011
Loan Type/Days REG-Regular / 4
Department S-Student
Media PBK-Paperback
Subjects Negotiation in business.
Negotiation.
Description Roy J. Lewicki, David M. Saunders, Bruce Barry.
ill. ;
290p., 23 cm.
Includes bibliographical references (p. 261-279) and index.
The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative bargaining -- Negotiation : strategy and planning -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Ethics in negotiation -- Relationships in negotiation -- Multiple parties and teams -- International and cross-cultural negotiation -- Best practices in negotiation.
Resources L4U Book Cover