Bibliographic record and links to related information available from the Library of Congress catalog.
Note: Contents data are machine generated based on pre-publication provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.
Table of Contents Foreword to ?rst edition 9 Foreword to second edition 13 Foreword to third edition 15 1 The theory and practice of negotiation 17 2 Distributive bargaining 45 3 Needs and motivation 69 4 Integrative bargaining 85 5 Strategy 109 6 Tactics 135 7 Phases and rounds 155 8 Negotiation behaviour 171 9 Leading a delegation 185 10 Interest groups and the public 197 11 Complex negotiations 217 12 Communication and perception 237 13 Stress 243 14 Cross-cultural factors 255 Bibliography 267 List of related books 285 Index 287
Library of Congress Subject Headings for this publication:
Negotiation.