Cover Image

Essentials of negotiation / Roy J. Lewicki, The Ohio State University, Bruce Barry, Vanderbilt University, David M. Saunders, Queen's University.

"The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation. Many faculty requested such a book for use in shorter academic course, executive education programs, or as a companion to other resource materials. It is suitab...

Full description

Saved in:
Bibliographic Details
Online Access: Full Text (via Skillsoft)
Main Authors: Lewicki, Roy J. (Author), Barry, Bruce, 1958- (Author), Saunders, David M. (Author)
Format: Electronic eBook
Language:English
Published: New York, NY : McGraw-Hill Education, [2021]
Edition:Seventh edition.
Subjects:
Negotiation in business.
Negotiation.
Negotiation
Negotiation in business
Table of Contents:
  • Intro
  • 1. The Nature of Negotiation
  • 2. Strategy and Tactics of Distributive Bargaining
  • 3. Strategy and Tactics of Integrative Negotiation
  • 4. Negotiation: Strategy and Planning
  • 5. Ethics in Negotiation
  • 6. Perception, Cognition, and Emotion
  • 7. Communication
  • 8. Finding and Using Negotiation Power
  • 9. Relationships in Negotiation
  • 10. Multiple Parties, Groups, and Teams in Negotiation
  • 11. International and Cross-Cultural Negotiation
  • 12. Best Practices in Negotiations
  • Bibliography
  • Index

Similar Items