000			01943nam a2200313Ia 4500
001			3262
008			230305s2001 xx 000 0 und d
020			_a9780077862466
043			_aen_UK
041			_aeng
245		0	_aEssentials of negotiation
250			_a6th ed.
260			_aBoston, Mass. _bIrwin/McGraw-Hill, _c2001
300			_a256 p. : ill. ; 24 cm.
505			_aThe nature of negotiation -- _rStrategy and tactics of distributive bargaining ---- _rStrategy and tactics of integrative negotiation ---- _rEthics in negotiation ---- _rNegotiation: strategy and planning ---- _rPerception, cognition, and emotion ---- _rCommunication ---- _rFinding and using negotiation power ---- _rRelationships in negotiation ---- _rMultiple parties, groups, and teams in negotiation ---- _rInternational and cross-cultural negotiation ---- _rBest practices in negotiations--
520			_aEssentials of Negotiation, 6e is a condensed version of the main text, Negotiation, Seventh Edition. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.
630			_aHD INDUSTRIES. LAND USE. LABOR _937
650		0	_aNegotiation in business _927
650		0	_aNegotiation _963
700			_aMinton, John W. _eAutor
700			_aLewicki, Roy J. _eAutor
700			_aSaunders, David M. _eAutor
902			_a369
905			_am
912			_a2001-01-01
942			_a1
953			_d2022-05-10 11:33:59
999			_c3096 _d3096