http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
xxii, 258 pages : illustration ; 24 cm.
Explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution
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. Perception, cognition, and emotion -- 6. Communication -- 7. Finding and using negotiation power -- 8. Ethics in negotiation -- 9. Relationships in negotiation -- 10. Multiple parties and teams -- 11. International and cross-cultural negotiation -- 12. Best practices in negotiations
Roy J. Lewicki, Bruce Barry, David M. Saunders
Includes bibliographical references (pages261-279) and index