TY  - BOOK
AU  - Lewicki,Roy J.
AU  - Barry,Bruce
AU  - Saunders,David M.
TI  - Essentials of negotiation
SN  - 0071254277 (pbk.)
AV  - HD58.6 .L49 2007
U1  - 658.4052 22
PY  - 2007///
CY  - Boston, Mass.
PB  - McGraw-Hill/Irwin
KW  - Negotiation in business
KW  - Negotiation
N1  - Includes bibliographical references (p. 265-285) and index; The Nature of Negotiation-- Strategy and Tactics of Distributive Bargaining -- Strategy and Tactics of Integrative Negotiation -- Negotiation, Strategy and Planning -- Perception, Cognition, and Communication -- Communication -- Finding and Using Negotiation Power -- Influence -- Ethics in Negotiation -- Relationships in Negotiation -- Multiple Parties and Teams -- International and Cross-cultural Negotiation -- Managing Negotiation Impasses -- Best Practices in Negotiations
ER  -