Essentials of negotiation / Roy J. Lewicki, David M. Saunders, John W. Minton
Material type:
TextPublisher: Boston, Massachusetts : Irwin/McGraw-Hill, c2001Edition: Second editionDescription: 256 pages : illustrations ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 0072312858 [newsprint]Subject(s): Negotiation in business | NegotiationDDC classification: Online resources: Table of contents | Publisher description | Item type | Current location | Call number | Status | Date due | Barcode |
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Book
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658.4052 L58 2001 (Browse shelf) | Available | 3UCBL000003965 |
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
Cagnaan Book Sales P 200.00
English
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