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Essentials of Negotiation / Edition 2
     

Essentials of Negotiation / Edition 2

by Roy J. Lewicki
 

ISBN-10: 0072312858

ISBN-13: 9780072312850

Pub. Date: 07/12/2000

Publisher: McGraw-Hill Companies, The

Lewicki, Barry, Saunders, and Minton's: Essentials of Negotiation Third Edition is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

Overview

Lewicki, Barry, Saunders, and Minton's: Essentials of Negotiation Third Edition is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

Product Details

ISBN-13:
9780072312850
Publisher:
McGraw-Hill Companies, The
Publication date:
07/12/2000
Edition description:
Older Edition
Pages:
272
Product dimensions:
6.30(w) x 9.09(h) x 0.51(d)

Table of Contents

1. The Nature of Negotiation2. 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. Global Negotiation 9. Managing Difficult Negotiations: Individual Approaches

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