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Negotiation

Author: Roy J Lewicki; Bruce Barry; David M Saunders
Publisher: Boston [u.a.] : McGraw-Hill, 2015.
Series: McGraw-Hill international edition
Edition/Format:   Print book : English : 7. edView all editions and formats
Summary:

Negotiation is a critical skill needed for effective management. This book explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal  Read more...

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Document Type: Book
All Authors / Contributors: Roy J Lewicki; Bruce Barry; David M Saunders
ISBN: 0078029449 9780078029448 9781259254390 1259254399 9789814577281 9814577286
OCLC Number: 879101264
Description: XVII, 685 S. : Ill., graph. Darst
Contents: PART ONE: NEGOTIATION FUNDAMENTALSChapter 1: The Nature of Negotiation Chapter 2: Strategy and Tactics of Distributive Bargaining Chapter 3: Strategy and Tactics of Integrative Negotiation Chapter 4: Negotiation: Strategy and Planning Chapter 5: Ethics in Negotiation PART TWO: NEGOTIATION SUBPROCESSESChapter 6: Perception, Cognition, and Emotion Chapter 7: Communication Chapter 8: Finding and Using Negotiation Power Chapter 9: Influence PART THREE: NEGOTIATION CONTEXTSChapter 10: Relationships in Negotiation Chapter 11: Agents, Constituencies, AudiencesChapter 12: CoalitionsChapter 13: Multiple Parties and Teams in NegotiationPART FOUR: INDIVIDUAL DIFFERENCESChapter 14: Individual Differences I: Gender and NegotiationChapter 15: Individual Differences II: Personality and AbilitiesPART FIVE: NEGOTIATION ACROSS CULTURESChapter 16: International and Cross-Cultural NegotiationPART SIX: RESOLVING DIFFERENCESChapter 17: Managing Negotiation ImpassesChapter 18: Managing Difficult NegotiationsChapter 19: Third Party Approaches to Managing Difficult NegotiationsPART SEVEN: SUMMARYChapter 20: Best Practices in Negotiations
Series Title: McGraw-Hill international edition
Responsibility: Roy J. Lewicki ; David M. Saunders ; Bruce Barry.

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