Essentials of Negotiation

by LEWICKZ

Edition:

2nd

ISBN13:

9780072312850

ISBN10:

0072312858

Format:

Paperback

Pub. Date:

7/1/2000

Publisher(s):

MCGRAW HILL PUBL CO

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This is the 2nd edition with a publication date of 7/1/2000.

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Essentials of Negotiation

9780072312850

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Table of Contents

Negotiation Fundamentals

1. The Nature of Negotiation

2. Negotiation Framing: Strategizing and Planning

3. Strategy and Tactics of Distributive Negotiation

4. Strategy and Tactics of Integrative Negotiation

Negotiation Subprocesses

5. Communication, Perception, and Cognitive Biases

6. Finding and Using Negotiation Leverage

7. Ethics in Negotiation

Negotiation Contexts

8. The Social Context of Negotiation

9. Multiparty Negotiations: Groups and Coalitions

10. Global Negotiation

Negotiation Remedies

11. Managing Difficult Negotiations: Individual Approaches

12. Managing Difficult Negotiations: Third Party Approaches