| Title : | Essentials of Negotiation |
| Material Type: | printed text |
| Authors: | Roy J. Lewicki, Author |
| Publisher: | Boston : Irwin/Mc-Graw Hill |
| Publication Date: | 1996 |
| Pagination: | 273 p. |
| Size: | 22 cm |
| ISBN (or other code): | 978-0-256-24168-6 |
| General note: | Includes bibliographical index (p. 267-273) |
| Languages : | English (eng) Original Language : English (eng) |
| Descriptors: | Business finance
Negotiation in business
Negotiations
|
| Class number: | 658.4 |
| Abstract: | This text is a short paperback derivative from the main text, Negotiation. Essentials will explore the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter group conflict and its resolution. The objective of this shorter version is to provide the reader with the core concepts of negotiation in a more succinct presentation. Many faculty requested such a book for use in shorter academic course, executive education programs, or as a companion to other resource materials. It is suitable for courses in negotiation, labor relations, conflict management, human resource management, and the like. |
| Contents note: | The Nature of Negotiation; Strategies and Tactics of Distributive Bargaining;
Strategies and Tactics of Integrative Negotiation; Prenegotiation Essentials; Dealing with Negotiation Breakdowns; Communication in Negotiation; Social Context of Negotiation; Negotiation in Groups; Power in Negotiation; Ethics in Negotiation; Global Negotiation; |
| Record link: | https://library.seeu.edu.mk/index.php?lvl=notice_display&id=19185 |
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