Description |
xvi, 256 pages : illustrations ; 24 cm |
Contents |
Machine derived contents note: Negotiation Fundamentals -- 1. The Nature of Negotiation -- 2. Negotiation Framing: Strategizing and Planning -- 3. Strategy and Tactics of Distributive Negotiation -- 4. Strategy and Tactics of Integrative Negotiation -- Negotiation Subprocesses -- 5. Communication, Perception, and Cognitive Biases -- 6. Finding and Using Negotiation Leverage -- 7. Ethics in Negotiation -- Negotiation Contexts -- 8. The Social Context of Negotiation -- 9. Multiparty Negotiations: Groups and Coalitions -- 10. Global Negotiation -- Negotiation Remedies -- 11. Managing Difficult Negotiations: Individual Approaches -- 12. Managing Difficult Negotiations: Third Party Approaches |
Bibliography |
Includes bibliographical references (pages 227-249) and index |
Subject |
Negotiation in business.
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Negotiation.
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Author |
Saunders, David M.
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Minton, John W., 1946-
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LC no. |
00033583 |
ISBN |
0072312858 softcover alkaline paper |
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0071181245 |
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0072545828 alkaline paper |
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