Negotiation : readings, exercises, and cases / Roy J. Lewicki [and three others]
Material type:
TextPublisher: Boston : McGraw-Hill/Irwin, c2003Edition: Fourth editionDescription: xvii, 722 pages : illustrations ; 23 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 0071123164 [paperback]Subject(s): Negotiation in businessDDC classification: Online resources: Table of contents only | Publisher description | Item type | Current location | Call number | Status | Date due | Barcode |
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Book
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658.4052 L58 2003 (Browse shelf) | Available | 3UCBL000003340 |
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
Cagnaan P400.00 BSBA-Marketing Management
English
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