TY  - BOOK
AU  - Lewicki,Roy J.
AU  - Barry,Bruce
AU  - Saunders,David M
TI  - Negotiation
SN  - 9780073381206
U1  - 658.4052 21 ed.
PY  - 2010///
CY  - New York
PB  - McGraw-Hill
KW  - Negociación
KW  - Negociación en los Negocios
KW  - Negotiation in Business
N1  - Incluye bibliografía, índice, etc; Pte; 1; Negotiation fundamentals --; Cap; 1; The nature of negotiation --; 2; Strategy and tactics of distributive bargaining --; 3; Strategy and tactics of integrative negotiation --; 4; Negotiation: strategy and planning --; Pte; 2; Negotiation subprocesses --; Cap; 5; Perception, cognition, and emotion --; 6; Communication --; 7; Finding and using negotiation power --; 8; Influence --; 9; Ethics in negotiation --; Pte; 3; Negotiation contexts --; Cap; 10; Relationships in negotiation --; 11; Agents, contituencies, audiences --; 12; Coalitions --; 13; Multiple parties and teams; Pte; 14; Individual differences I: gender and negotiation --; 15; Individual differences II: personality and abilities --; Pte; 5; Negotiation across cultures --; Cap; 16; International and cross-cultural negotiation
ER  -