Negotiation : readings, exercises, and cases / Roy J. Lewicki, David M. Saunders, John W. Minton.
Material type:
TextPublisher: Boston : Irwin/McGraw-Hill, c1999Edition: Third editionDescription: xvi, 744 pages : some illustrationsContent type: text Media type: unmediated Carrier type: volumeISBN: 025621591X [paperback]Uniform titles: Negotiation. Subject(s): Negotiation in businessDDC classification: Online resources: Contributor biographical information | Publisher description | Table of contents | Item type | Current location | Call number | Status | Date due | Barcode |
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Book
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College Library | 658.4052 L58 1999 (Browse shelf) | Available |
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| 658.404 P54 2012 Project management for small business : | 658.404 Sp19 2019 Data analytics in project management / | 658.404 T41 2018 Information technology project management / | 658.4052 L58 1999 Negotiation : | 658.4052 L58 2001 Essentials of negotiation / | 658.4052 L58 2003 Negotiation : | 658.4056 C78 2014 Applied crisis communication and crisis management : |
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
BSBA-Marketing Management
English
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