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Essentials of negotiation / Roy J. Lewicki, David M. Saunders, Bruce Barry.
Publication details: New York : McGraw-Hill/Irwin, c2011.Edition: 5th edDescription: xiv, 290 p. : ill. ; 23 cmISBN:- 9780073530369 (pbk.) :
- 0073530360 (pbk.) :
- HD58.6 .L487 2011
Contents:
The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative bargaining -- Negotiation : strategy and planning -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Ethics in negotiation -- Relationships in negotiation -- Multiple parties and teams -- International and cross-cultural negotiation -- Best practices in negotiation.
| Item type | Current library | Home library | Shelving location | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|---|
Books
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American University in Dubai | American University in Dubai | Main Collection | HD 58.6 .L487 2011 (Browse shelf(Opens below)) | Available | 5142080 |
Includes bibliographical references (p. 261-279) and index.
The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative bargaining -- Negotiation : strategy and planning -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Ethics in negotiation -- Relationships in negotiation -- Multiple parties and teams -- International and cross-cultural negotiation -- Best practices in negotiation.
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