Mastering business negotiation : a working guide to making deals and resolving conflict /
Lewicki, Roy J.
Hiam, Alexander.
San Francisco, Calif. : Jossey-Bass,
c2006.
Includes bibliographical references and index.
The negotiation imperative -- The flexibility of the master negotiator -- Getting ready to negotiate -- The art of the master competitor -- Executing a competitive negotiation -- Mastering the art of collaboration -- Mastering the art of compromise -- Mastering accommodation and avoidance strategies -- Three (or more) is a crowd : mastering multiparty negotiations -- Mastering the framing process in negotiation -- Mastering the power and influence process -- Mastering personal negotiations.
Negotiation in business.