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Negotiation

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ISBN-10: 0072432551

ISBN-13: 9780072432558

Edition: 4th 2003

Authors: Roy J. Lewicki, Bruce Barry, John W. Minton, David M. Saunders

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Book details

Edition: 4th
Copyright year: 2003
Publisher: McGraw-Hill Higher Education
Publication date: 12/27/2002
Binding: Paperback
Pages: 576
Size: 6.25" wide x 9.00" long x 1.00" tall
Weight: 1.540
Language: English

Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

The Nature of Negotiation
Negotiation: Strategizing, Framing, and Planning
Strategy and Tactics of Distributive Bargaining
Strategy and Tactics of Integrative Negotiation
Perception, Cognition, and Communication
Finding and Using Negotiation Leverage
Ethics in Negotiation
Social Context: Relationships and Representatives
Coalitions, Multiple Parties, and Teams
Individual Differences
Global Negotiation
Managing Difficult Negotiations: Individual Approaches
Managing Difficult Negotiations: Third Party Approaches