Roy J. Lewicki
McGraw-Hill/Irwin, 2003 - Business & Economics - 552 pages
Negotiation is a critical skill needed for effective management. NEGOTIATION 4/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.
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The Nature of Negotiation
Strategizing Framing and Planning
Strategy and Tactics of Distributive Bargaining
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