Title:
Essentials of negotiation
Author:
Lewicki, Roy J.
ISBN:
9780072545821
9780071232548
Edition:
3rd ed.
Publication Information:
Boston : McGraw-Hill/Irwin, ©2004.
Physical Description:
xiv, 274 pages : illustrations ; 23 cm
General Note:
Revised edition of: Essentials of negotiation / Roy J. Lewicki. 2nd ed. c2001.
Abridged version of: Negotiation / Roy J. Lewicki [and others]. 4th ed. c2003.
Contents:
The nature of negotiation -- Negotiation : strategizing, framing, and planning -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative negotiation -- Perception, cognition, and communication -- Finding and using negotiation leverage -- Ethics in negotiation -- Global negotiation -- Managing difficult negotiations : individual approaches.
Subject Term:
Added Uniform Title:
Negotiation.
Electronic Access:
Table of contents http://catdir.loc.gov/catdir/toc/mh031/2003051035.htmlPublisher description http://catdir.loc.gov/catdir/description/mh031/2003051035.html