Negotiation: Reading, Excercises and Cases

By:

Lewicki, Roy J

Contributor(s):

Material type: Text

TextPublication details: McGraw Hill Education (India) Private Limited 2017 ChennaiEdition: 6th edDescription: 708pISBN:

9789352602117

Subject(s):

Negotiation

DDC classification:

658.4052 LEW

Tags from this library: No tags from this library for this title. Log in to add tags.

Average rating: 0.0 (0 votes)

Holdings
Item type	Current library	Item location	Collection	Call number	Status	Date due	Barcode	Item holds
Book	NIMA Knowledge Centre	6th Floor Reading Zone	General	658.4052 LEW (Browse shelf(Opens below))	Available		M0034310

Total holds: 0

Part 1: Negotiation Fundamentals
1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
Part 2: Negotiation Sub-processes
5. Perception, Cognition and Emotion
6. Communication
7. Finding and Using Negotiation Power
8. Influence
9. Ethics in Negotiation
Part 3: Negotiation
10. Relationships in Negotiation
11. Agents, Constituencies, Audiences
12. Coalitions
13. Multiple Parties and Teams
Part 4: Individual Differences
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
Part 5: Negotiation across Cultures
16. International and Cross-Cultural Negotiation
Part 6: Resolving Differences
17. Managing Negotiation Impasses
18. Managing Negotiation Mismatches
19. Third Party Approaches to Managing Difficult Negotiations
Part 7: Summary
20. Best Practices in Negotiations

There are no comments on this title.

to post a comment.