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Table of Content: PART ONE: NEGOTIATION FUNDAMENTALS
Chapter 1: The Nature of Negotiation
Chapter 2: Strategy and Tactics of Distributive Bargaining
Chapter 3: Strategy and Tactics of Integrative Negotiation
Chapter 4: Negotiation: Strategy and Planning
Chapter 5: Ethics in Negotiation
PART TWO: NEGOTIATION SUBPROCESSES
Chapter 6: Perception, Cognition, and Emotion
Chapter 7: Communication
Chapter 8: Finding and Using Negotiation Power
Chapter 9: Influence
PART THREE: NEGOTIATION CONTEXTS
Chapter 10: Relationships in Negotiation
Chapter 11: Agents, Constituencies, Audiences
Chapter 12: Coalitions
Chapter 13: Multiple Parties and Teams in Negotiation
PART FOUR: INDIVIDUAL DIFFERENCES
Chapter 14: Individual Differences I: Gender and Negotiation
Chapter 15: Individual Differences II: Personality and Abilities
PART FIVE: NEGOTIATION ACROSS CULTURES
Chapter 16: International and Cross-Cultural Negotiation
PART SIX: RESOLVING DIFFERENCES
Chapter 17: Managing Negotiation Impasses
Chapter 18: Managing Difficult Negotiations
Chapter 19: Third Party Approaches to Managing Difficult Negotiations
PART SEVEN: SUMMARY
Chapter 20: Best Practices in Negotiations
Product Details: Language: English
ISBN-10: 0078029449
ISBN-13: 978-0078029448
ISBN-13: 9780078029448
Author:  Roy J Lewicki, David M Saunders, Bruce Barry
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