Lewicki, Roy J.
Essentials of negotiation / Roy J. Lewicki, David M. Saunders, John W. Minton - Second edition - Boston, Massachusetts : Irwin/McGraw-Hill, c2001 - 256 pages : illustrations ; 24 cm.
Abridged version of: Negotiation / Roy J. Lewicki, David M. Saunder, John W. Minton. 3rd ed. c1999.
Includes bibliographical references (pages 228-249) and index
Contents: 1 The nature of negotiation -- 2 Negotiation: framing, strategizing, and planning -- 3 Strategy and tactics of distributive bargaining -- 4 Strategy and tactics of integrative negotiation -- 5 Communication, perception, and cognitive biases -- 6 Finding and using negotiation leverage -- 7 Ethics in negotiation -- 8 Global negotiation -- 9 Managing difficult negotiations: individual approaches
English
0072312858 [newsprint]
00033583
Negotiation in business
Negotiation
Essentials of negotiation / Roy J. Lewicki, David M. Saunders, John W. Minton - Second edition - Boston, Massachusetts : Irwin/McGraw-Hill, c2001 - 256 pages : illustrations ; 24 cm.
Abridged version of: Negotiation / Roy J. Lewicki, David M. Saunder, John W. Minton. 3rd ed. c1999.
Includes bibliographical references (pages 228-249) and index
Contents: 1 The nature of negotiation -- 2 Negotiation: framing, strategizing, and planning -- 3 Strategy and tactics of distributive bargaining -- 4 Strategy and tactics of integrative negotiation -- 5 Communication, perception, and cognitive biases -- 6 Finding and using negotiation leverage -- 7 Ethics in negotiation -- 8 Global negotiation -- 9 Managing difficult negotiations: individual approaches
English
0072312858 [newsprint]
00033583
Negotiation in business
Negotiation