Essentials of negotiation / Roy J. Lewicki, David M. Saunders, Bruce Barry.
Material type: TextPublication details: New York : McGraw-Hill/Irwin, c2011.Edition: 5th edDescription: xiv, 290 p. : ill. ; 23 cm. ; pbkISBN:- 9780073530369
- 0073530360
- 0071267735
- 9780071267731
- 9780073530369:
- 658.45
Item type | Current library | Call number | Copy number | Status | Date due | Barcode |
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General Lending | Carlow Campus Library General Lending | 658.45 (Browse shelf(Opens below)) | 1 | Available | 65414 | |
General Lending | Carlow Campus Library General Lending | 658.45 (Browse shelf(Opens below)) | 1 | Available | 65415 | |
General Lending | Carlow Campus Library General Lending | 658.45 (Browse shelf(Opens below)) | 1 | Available | 65416 |
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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.
42.80