Roy Lewicki,
Ohio State University David M Saunders,
Queen's University Bruce Barry,
Vanderbilt University
ISBN: 0072973072 Copyright year: 2006
Table of Contents
The Nature of Negotiation
Strategy and Tactics of Distributive Bargaining
Strategy and Tactics of Integrative Negotiation
Negotiation Strategy and Planning
Perception, Cognition, and Emotion
Communication
Finding and Using Negotiation Power
Influence
Ethics in Negotiation
Relationships in Negotiation
Agents, Constituencies, Audiences
Coalitions
Multiple Parties and Teams
Individual Differences I: Gender and Negotiation
Individual Differences II: Personality and Abilities
International and Cross-Cultural Negotiation
Managing Negotiation Impasses
Managing Negotiation Mismatches
Managing Difficult Negotiations: Third Party Approaches
Concluding Comments
Bibliography
Name Index
Subject Index
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2006 McGraw-Hill Higher Education