177027
9780072432558
Negotiation
by Lewicki, Roy J., Barry, Bruce, Minton, John W.
About this item
- Condition: Acceptable
- Provider: Read A Book Contact
- Provider Rating: 81%
- Ships From: Multiple Locations
- Shipping: Standard
- Comments: IMP: Acceptable- Do not include ACCESS CODE, CD-ROM or companion materials even if stated in item title. It may contain highlighting/markings throughout, and the covers and corners may show shelf wear. Corners, pages may be dent. All text is legible. 27
Product details
- ISBN-13: 9780072432558
- ISBN: 0072432551
- Edition: 4
- Publication Date: 2003
- Publisher: McGraw-Hill Higher Education
AUTHOR
SUMMARY
1 The Nature of Negotiation 2 Negotiation: Strategizing, Framing, and Planning 3 Strategy and Tactics of Distributive Bargaining 4 Strategy and Tactics of Integrative Negotiation 5 Perception, Cognition, and Communication 6 Finding and Using Negotiation Leverage 7 Ethics in Negotiation 8 Social Context: Relationships and Representatives 9 Coalitions, Multiple Parties, and Teams 10 Individual Differences 11 Global Negotiation 12 Managing Difficult Negotiations: Individual Approaches 13 Managing Difficult Negotiations: Third Party ApproachesLewicki, Roy J. is the author of 'Negotiation', published 2003 under ISBN 9780072432558 and ISBN 0072432551.
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