http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
xvii, 333 pages : illustrations ; 23 cm.
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 negotiation -- 9. Relationship in negotiation -- 10. Multiple parties and groups in negotiations -- 11. International and cross-cultural negotiation -- 12. Best practices in negotiations
Roy J. Lewicki, Bruce Barry, David M. Saunders
Includes bibliographical references (pages 295-323) and index