Essentials of negotiation
Author(s)
Bibliographic Information
Essentials of negotiation
McGraw-Hill/Irwin, c2011
5th ed., international ed
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Note
Includes bibliographical references (p. 261-279) and index
Contents of Works
- 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