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Lewicki, Roy J.

Negotiation / Roy J. Lewicki ... [et al]. - 6 ed. - New York : McGraw-Hill, 2010. - 632 p. : il., grafs., diagrs., dib. byn., tablas, etc.

Incluye bibliografía, índice, etc.

Negotiation fundamentals -- The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative negotiation -- Negotiation: strategy and planning -- Negotiation subprocesses -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Influence -- Ethics in negotiation -- Negotiation contexts -- Relationships in negotiation -- Agents, contituencies, audiences -- Coalitions -- Multiple parties and teams. Individual differences I: gender and negotiation -- Individual differences II: personality and abilities -- Negotiation across cultures -- International and cross-cultural negotiation. Pte. 1. Cap. 1. 2. 3. 4. Pte. 2. Cap. 5. 6. 7. 8. 9. Pte. 3. Cap. 10. 11. 12. 13. Pte. 14. 15. Pte. 5. Cap. 16.


Disponible en la Colección General.

ISBN: 9780073381206 (pasta blanda) 0073381209 (pasta blanda)

Subjects--Uniform Titles:
Negociación

Subjects--Topical Terms:
Negociación en los Negocios
Negotiation in Business

Dewey Class. No.: 658.4052 / L671