Lewicki, Roy J.
Negotiation : readings, exercises, and cases / Roy J. Lewicki [and three others] - Fourth edition - Boston : McGraw-Hill/Irwin, c2003 - xvii, 722 pages : illustrations ; 23 cm.
Rev. ed. of: Negotiation / Roy J. Lewicki. Third edition c1999. Companion volume to: Negotiation : reading, exercises, and cases.
Includes bibliographical references (p. 499-531) and indexes.
Contents: Section 1 The nature of negotiation -- Section 2 Prenegotiation planning -- Section 3 Strategy and tactics of distributive bargaining -- Section 4 Strategy and tactics of integrative negotiation -- Section 5 Communication and cognitive biases -- Section 6 Finding negotiation leverage -- Section 7 Ethics in negotiation -- Section 8 Social context -- Section 9 Coalitions, multiple parties, and teams -- Section 10 Individual differences -- Section 11 Global negotiations -- Section 12 Managing difficult negotiation situations: individual approaches -- Section 13 Managing difficult negotiation situations: third-party approaches -- Section 14 Applications of negotiation
English
0071123164 [paperback]
2002035255
Negotiation in business.
Negotiation : readings, exercises, and cases / Roy J. Lewicki [and three others] - Fourth edition - Boston : McGraw-Hill/Irwin, c2003 - xvii, 722 pages : illustrations ; 23 cm.
Rev. ed. of: Negotiation / Roy J. Lewicki. Third edition c1999. Companion volume to: Negotiation : reading, exercises, and cases.
Includes bibliographical references (p. 499-531) and indexes.
Contents: Section 1 The nature of negotiation -- Section 2 Prenegotiation planning -- Section 3 Strategy and tactics of distributive bargaining -- Section 4 Strategy and tactics of integrative negotiation -- Section 5 Communication and cognitive biases -- Section 6 Finding negotiation leverage -- Section 7 Ethics in negotiation -- Section 8 Social context -- Section 9 Coalitions, multiple parties, and teams -- Section 10 Individual differences -- Section 11 Global negotiations -- Section 12 Managing difficult negotiation situations: individual approaches -- Section 13 Managing difficult negotiation situations: third-party approaches -- Section 14 Applications of negotiation
English
0071123164 [paperback]
2002035255
Negotiation in business.