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Essentials of Negotiation

by LEWICKI R

ISBN13:
9780072545821
ISBN10:
0072545828
Edition: 3rd
Format: Paperback
Copyright: 2003-06-13
Publisher: McGraw-Hill/Irwin
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Essentials of Negotiation > ISBN13: 9780072545821

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Summary

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.

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

Supplemental Materials

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