Roy Lewicki,
Ohio State University Bruce Barry,
Vanderbilt University David M Saunders,
Queen's University John Minton,
Havatar Associates
ISBN: 0072432551 Copyright year: 2003
Table of Contents
NEGOTIATION FUNDAMENTALS
1 The Nature of Negotiation
2 Strategy and Planning in Negotiation
3 Distributive Bargaining
4 Integrative Negotiation
NEGOTIATION SUBPROCESSES
5 Perceptions, Cognition and Communication
6 Finding and Using Negotiation Leverage
7 Negotiation Ethics
NEGOTIATION CONTEXTS
8 Relationships and Representatives
9 Coalitions and Groups
10 Individual Differences and Gender
11 Global Negotiations
NEGOTIATION REMEDIES
12 Managing Difficult Negotiations: Individual Approaches
13 Managing Difficult Negotiations: Third Party Approaches
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2003 McGraw-Hill Higher Education