Essentials of negotiation
| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York, NY :
McGraw-Hill
c2016
|
| Edition: | Sixth edition |
| Subjects: |
Table of Contents:
- 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. Finding and using negotiation power
- 9. Relationships in negotiation
- 10. Multiple parties, groups, and teams in negotiation
- 11. International and cross-cultural negotiation
- 12. Best practices in negotiations