Lewicki, Roy J.
Negotiation : readings, exercises, and cases / Roy J. Lewicki, David M. Saunders, John W. Minton. - Third edition - Boston : Irwin/McGraw-Hill, c1999 - xvi, 744 pages : some illustrations
Includes appendices and index
Contents: Section one: The nature of negotiation -- Section two: Prenegotiation planning -- Section three: Strategy and tactics of distributive bargaining -- Section four: Strategy and tactics of integrative negotiating -- Section five: Communication and cognitive biases -- Section six: Finding negotiation leverage -- Section seven: Ethics in negotiation -- Section eight: Social context -- Section nine: Teams and group negotiations -- Section ten: Individual differences -- Section eleven: Global negotiations -- Section twelve: Managing difficult negotiation situations: individual approaches -- Section thirteen: Managing difficult negotiation situations: third-party approaches
English
025621591X [paperback]
99010103
Negotiation in business.
Negotiation : readings, exercises, and cases / Roy J. Lewicki, David M. Saunders, John W. Minton. - Third edition - Boston : Irwin/McGraw-Hill, c1999 - xvi, 744 pages : some illustrations
Includes appendices and index
Contents: Section one: The nature of negotiation -- Section two: Prenegotiation planning -- Section three: Strategy and tactics of distributive bargaining -- Section four: Strategy and tactics of integrative negotiating -- Section five: Communication and cognitive biases -- Section six: Finding negotiation leverage -- Section seven: Ethics in negotiation -- Section eight: Social context -- Section nine: Teams and group negotiations -- Section ten: Individual differences -- Section eleven: Global negotiations -- Section twelve: Managing difficult negotiation situations: individual approaches -- Section thirteen: Managing difficult negotiation situations: third-party approaches
English
025621591X [paperback]
99010103
Negotiation in business.