Essentials of negotiation /
by Lewicki, Roy J.
Edition statement:5th ed. Published by : McGraw-Hill/Irwin, (New York :) Physical details: xiv, 290 p. : ill. ; 23 cm. ISBN:9780071267731; 0073530360 (alk. paper). Year: 2011| Item type | Current location | Call number | Status | Date due | Barcode |
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Book (Long Loan)
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GU Main Campus | HD58.6 .L487 2011 (Browse shelf) | Available | 21009584 |
Includes bibliographical references (p. 261-279) and index.
The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative bargaining -- Negotiation : strategy and planning -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Ethics in negotiation -- Relationships in negotiation -- Multiple parties and teams -- International and cross-cultural negotiation -- Best practices in negotiation.
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