177027

9780072432558

Negotiation

Negotiation
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  • Comments: Spine creases, wear to binding and pages from reading. May contain limited notes, underlining or highlighting that does affect the text. Possible ex library copy, will have the markings and stickers associated from the library. Accessories such as CD, codes, toys, may not be included.

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  • ISBN-13: 9780072432558
  • ISBN: 0072432551
  • Edition: 4
  • Publication Date: 2003
  • Publisher: McGraw-Hill Higher Education

AUTHOR

Lewicki, Roy J., Barry, Bruce, Minton, John W.

SUMMARY

1 The Nature of Negotiation 2 Negotiation: Strategizing, Framing, and Planning 3 Strategy and Tactics of Distributive Bargaining 4 Strategy and Tactics of Integrative Negotiation 5 Perception, Cognition, and Communication 6 Finding and Using Negotiation Leverage 7 Ethics in Negotiation 8 Social Context: Relationships and Representatives 9 Coalitions, Multiple Parties, and Teams 10 Individual Differences 11 Global Negotiation 12 Managing Difficult Negotiations: Individual Approaches 13 Managing Difficult Negotiations: Third Party ApproachesLewicki, Roy J. is the author of 'Negotiation', published 2003 under ISBN 9780072432558 and ISBN 0072432551.

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