Essentials of negotiation / Roy J. Lewicki ... [et al.].
Contributor(s): Lewicki, Roy J | Lewicki, Roy J. Essentials of negotiation
Publisher: Boston : McGraw-Hill/Irwin, c2004Edition: Third editionDescription: xiv, 274 pages : illustrations ; 23 cmContent type: text Media type: unmediated Carrier type: volume ISBN: 0072545828 (pbk. : alk. paper); 9780072545821Uniform titles: Negotiation. Subject(s): Negotiation in business | NegotiationDDC classification: 658.4/052 LOC classification: HD58.6 | .L487 2004Online resources: Publisher description | Table of contents| Item type | Current location | Home library | Call number | Copy number | Status | Date due | Barcode | Item holds |
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COLLEGE LIBRARY | COLLEGE LIBRARY SUBJECT REFERENCE | 658.4052 Es74 2004 (Browse shelf) | c.1 | Available | CITU-CL-38734 | ||
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COLLEGE LIBRARY | COLLEGE LIBRARY SUBJECT REFERENCE | 658.4052 Es74 2004 (Browse shelf) | c.2 | Available | CITU-CL-40959 | ||
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COLLEGE LIBRARY | COLLEGE LIBRARY SUBJECT REFERENCE | 658.4052 Es74 2004 (Browse shelf) | c.3 | Available | CITU-CL-42513 |
Rev. ed. of: Essentials of negotiation / Roy J. Lewicki. 2nd ed. c2001.
Abridged version of: Negotiation / Roy J. Lewicki ... [et al.]. 4th ed. c2003.
Includes bibliographical references (p. 249-268) and index.
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. Global Negotiation
9. Managing Difficult Negotiations: Individual Approaches
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