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Negotiation : readings, exercises, and cases

Author: Roy J Lewicki
Publisher: Boston : McGraw-Hill/Irwin, ©2003.
Edition/Format:   Print book : English : 4th edView all editions and formats
Database:WorldCat
Summary:

Explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. This work is useful to  Read more...

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Genre/Form: Case studies
Aufsatzsammlung
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Roy J Lewicki
ISBN: 0072429658 9780072429657 0071123164 9780071123167
OCLC Number: 49226361
Description: xvii, 722 pages : illustrations ; 24 cm
Contents: The Nature of Negotiation --
Prenegotiation Planning --
Strategy and Tactics of Distributive Bargaining --
Strategy and Tactics of Integrative Negotiation --
Communication and Cognitive Biases --
Finding Negotiation Leverage --
Ethics in Negotiation --
Social Context --
Coalitions, Multiple Parties, and Teams --
Individual Differences --
Global Negotiations --
Managing Difficult Negotiation Situations: Individual Approaches --
Managing Difficult Negotiation Situations: Third-Party Approaches --
Applications of Negotiation.
Responsibility: Roy J. Lewicki [and others].
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