TY  - BOOK
AU  - Lewicki,Roy J.
AU  - Saunders,David M.
AU  - Barry,Bruce
TI  - Negotiation
SN  - 9781266283154
AV  - HD58.6 .L49 2024
U1  - 658.4/052 23/eng/20221003
PY  - 2024///]
CY  - New York, NY
PB  - McGraw Hill
KW  - Negotiation in business
N1  - Includes bibliographical references (pages 600-658) and index; 1. The Nature of Negotiation 
2. Strategy and Tactics of Distributive Bargaining 
3. Strategy and Tactics of Integrative Negotiation 
4. Negotiation Strategy and Planning 
5. Ethics in Negotiation 
6. Perception, Cognition, and Emotion 
7. Communication
8. Power and Influence in NegotiationFinding and Using Negotiation Power
9. Relationships in Negotiation 
10. Multiple Parties and Groups in Negotiations
11. International and Cross-Cultural Negotiation 
12. Best Practices in Negotiations
N2  - "In this edition, there has been no substantial change in the fundamental organization of this book. We continue to emphasize negotiator ethics as a core concept that any student of negotiation should read and understand. The authors have carefully organized Negotiation to coordinate with the previous edition of Negotiation: Readings, Exercises and Cases, eighth edition. The Readings book will no longer be published in paper form, but its contents are available online to be adopted separately or paired with versions of the Negotiation text. A condensed version of this text is also available as Essentials of Negotiation, eighth edition, which will be available in 2024"--
ER  -