Essentials of Negotiation

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  • Edition: 3rd
  • Format: Paperback
  • Copyright: 2003-06-13
  • Publisher: McGraw-Hill/Irwin
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Lewicki, Barry, Saunders, and Minton's: Essentials of Negotiation Third Edition is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

Table of Contents

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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