Table of contents for Negotiation / Roy J. Lewicki ... [et al.].


Bibliographic record and links to related information available from the Library of Congress catalog


Information from electronic data provided by the publisher. May be incomplete or contain other coding.


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1	The Nature of Negotiation
2	Negotiation: Strategizing, Framing, and Planning
3	Strategy and Tactics of Distributive Bargaining
4	Strategy and Tactics of Integrative Negotiation
5	Perception, Cognition, and Communication
6	Finding and Using Negotiation Leverage
7	Ethics in Negotiation
8	Social Context: Relationships and Representatives
9	Coalitions, Multiple Parties, and Teams
10	Individual Differences
11	Global Negotiation
12	Managing Difficult Negotiations: Individual Approaches
13	Managing Difficult Negotiations: Third Party Approaches



Library of Congress subject headings for this publication: Negotiation in business