Roy J. Lewicki,
The Ohio State University David M. Saunders,
Queen's University Bruce Barry,
Vanderbilt University
ISBN: 0073530360 Copyright year: 2011
Table of Contents
Chapter 1
The Nature of Negotiation
Chapter 2
Strategy and Tactics of Distributive Bargaining
Chapter 3
Strategy and Tactics of Integrative Negotiation
Chapter 4
Negotiation: Strategy and Planning
Chapter 5
Perception, Cognition, and Emotion
Chapter 6
Communication
Chapter 7
Finding and Using Negotiation Power
Chapter 8
Ethics in Negotiation
Chapter 9
Relationships in Negotiation
Chapter 10
Multiple Parties and Teams
Chapter 11
International and Cross-Cultural Negotiation
Chapter 12
Best Practices in Negotiations
Bibliography
Name Index
Subject Index
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2011 McGraw-Hill Higher Education