Roy J. Lewicki,
Ohio State University Bruce Barry,
Vanderbilt University David M Saunders,
Queen's University John Minton,
Havater Associates
ISBN: 0072545828 Copyright year: 2003
Table of Contents
1. The Nature of Negotiation
2. Negotiation: Strategizing, Framing, and Planning
3. Strategy and Tactics of Distributive Bargaining
4. Strategy and Tactics of Integrative Negotiation
5. Perception, Cognition, and Communication
6. Finding and Using Negotiation Leverage
7. Ethics in Negotiation
8. Global Negotiation
9. Managing Difficult Negotiations: Individual Approaches
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2003 McGraw-Hill Higher Education