Essentials of negotiation
By: Roy J. Lewicki, Ohio State University, David M. Saunders, Queen's University, Bruce Barry, Vanderbilt University, Kevin Tasa, Schulich School of Business, York University
Contributors: Saunders, David MacIntosh, 1956-, author; Tasa, Kevin, 1967-, author; Barry, Bruce, 1958- author
Edition: Second Canadian edition.
Publisher: McGraw-Hill Ryerson
Published: 2014
Place of publication: Whitby, Ontario]
Language: eng
Number of pages: 257
ISBN-13: 9780071338844
Copyright date: 2014
Subjects: Negotiation in business; Textbooks; Negotiation; Négociations (Affaires); Manuels d'enseignement supérieur; Négociations
Notes: "McGraw Hill education".

Includes bibliographical references and index.
Table of contents: title: The Nature of Negotiation; title: Strategy and Tactics of Distributive Bargaining; title: Strategy and Tactics of Integrative Negotiation; title: Negotiation: Planning and Strategy; title: Perception, Cognition, and Emotion; title: Communication Process and Outcomes; title: Negotiation Power and Persuasion; title: The Dynamic of Disputes and Third-Party Help; title: Confronting the Dark Side: Deception and Ethical Dilemmas; title: Multiparty and Team Negotiations; title: Managing Difficult Negotiations; title: International and Cross-Cultural Negotiation; title: Best Practices in Negotiation.