Essentials of Negotiation

Roy James Lewicki

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Conflict Management and Negotiation Multi-Agent Systems and Negotiation Social Power and Status Dynamics

Abstract

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 - Perception, Cognition, and Emotion Chapter 6 - Communication Chapter 7 - Finding and Using Negotiation Power Chapter 8 - Ethics in Negotiation Chapter 9 - Relationships in Negotiation Chapter 10 - Multiple Parties and Teams Chapter 11 - International and Cross-Cultural Negotiation Chapter 12 - Best Practices in Negotiations

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