Catalogue


Essentials of negotiation /
Roy J. Lewicki, Ohio State University, David M. Saunders, Queen's University, Bruce Barry, Vanderbilt University, Kevin Tasa, Schulich School of Business, York University.
edition
Third Canadian edition.
imprint
Whitby, ON : McGraw-Hill Education, [2017]
description
xxv, 347 pages : illustrations ; 24 cm
ISBN
9781259087639
format(s)
Book
Holdings
More Details
imprint
Whitby, ON : McGraw-Hill Education, [2017]
isbn
9781259087639
contents note
1. The Nature of Negotiation -- 2. Strategy and Tactics of Distributive Bargaining -- 3. Strategy and Tactics of Integrative Negotiation -- 4. Negotiation: Planning and Strategy -- 5. Individual Differences: Know Yourself and Your Counterpart -- 6. Perception, Cognition, and Emotion -- 7. Communication Process and Outcomes -- 8. Negotiation Power and Persuasion -- 9. The Dynamic of Disputes and Third-Party Help -- 10. Confronting the Dark Side: Deception and Ethical Dilemmas -- 11. Multiparty and Team Negotiations -- 12. Managing Difficult Negotiations -- 13. International and Cross-Cultural Negotiation -- 14. Best Practices in Negotiation.
catalogue key
11229907
 
Includes bibliographical references (pages [EN-1]-EN52) and index.

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