Title:
Negotiation
Author:
Lewicki, Roy J.
ISBN:
9780256208320
9780256101638
Personal Author:
Edition:
3rd ed.
Publication Information:
Boston : Irwin/McGraw-Hill, ©1999.
Physical Description:
xvi, 528 pages : illustrations ; 24 cm
General Note:
Revised edition of: Negotiation / Roy J. Lewicki [and others]. 2nd ed. c1994.
Companion vol. to: Negotiation : reading, exercises, and cases.
Contents:
NEGOTIATION FUNDAMENTALS Chapter 1 The Nature of Negotiation -- Chapter 2 Negotiation: Framing, Strategizing, and Planning -- Chapter 3 Strategy and Tactics of Distributive Bargaining -- Chapter 4 Strategy and Tactics of Integrative Negotiations NEGOTIATION SUBPROCESSES Chapter 5 Communication, Perception, and Cognitive Biases -- Chapter 6 Finding and Using Negotiation Leverage -- Chapter 7 Ethics in Negotiation NEGOTIATION CONTEXTS Chapter 8 The Social Context of Negotiation -- Chapter 9 Multiparty Negotiations: Colaitions and Groups -- Chapter 10 Individual Differences -- Chapter 11 Global Negotiation NEGOTIATION REMEDIES Chapter 12 Managing Difficult Negotiations: Individual Approaches -- Chapter 13 Managing Difficult Negotiations: Third-Party Approaches.
Added Uniform Title:
Negotiation.
Electronic Access:
Table of contents http://catdir.loc.gov/catdir/toc/mh022/99010103.htmlTable of contents http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=015163430&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
Contributor biographical information http://catdir.loc.gov/catdir/bios/mh042/99010103.html
Publisher description http://catdir.loc.gov/catdir/description/mh023/99010103.html