| 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.
|
|
Negotiation.
|
| Author |
Saunders, David M.
|
|
Minton, John W., 1946-
|
| LC no. |
00033583 |
| ISBN |
0072312858 softcover alkaline paper |
|
0071181245 |
|
0072545828 alkaline paper |
|
