Essentials of negotiation - Lewicki, Roy J.; Barry, Bruce, 1958-; Saunders, David M. (New York : McGraw-Hill/Irwin, 2011)
The nature of negotiation -- Strategy and tactics of distributive bargaining -- Strategy and tactics of integrative bargaining -- Negotiation : strategy and planning -- Perception, cognition, and emotion -- Communication -- Finding and using negotiation power -- Ethics in negotiation -- Relationships in negotiation -- Multiple parties and teams -- International and cross-cultural negotiation -- Best practices in negotiation.
Includes bibliographical references (p. 261-279) and index.
Keywords: Negotiation in business; Negotiation