Book Cover
Book
Author Lewicki, Roy J.

Title Essentials of negotiation / Roy J. Lewicki, David M. Saunders, John W. Minton
Edition Second edition
Published Boston : Irwin/McGraw-Hill, [2001]
©2001

Copies

Location Call no. Vol. Availability
 WATERFT BUSINESS  658.4052 Lew/Eon 2001  AVAILABLE
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