Negotiation / Roy J. Lewicki

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Negotiation / Roy J. Lewicki

Book

LEWICKI, Roy J.. Author | LITTERER, Joseph A. | MINTON, John W. | SAUNDERS, David M.

Published by Irwing /McGraw-Hill - 1994 , 2nd ed.

Library: Madrid

Source : Syracuse

Item type: Book
Language: English

Publication year: 1994
Edition no.: 2nd ed.

ISBN: 0-256-10163-9

Note

Bibliography, Indexes

It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision, the organization more closely follows both "Negotiation" and "Negotiation: Readings, Cases, and Exercises". Events and contemporary media have been interspersed throughout the text to add to readability and student interest. Every chapter has been revised; major new sections include material on dispute framing, coalitions and types of relationships between negotiators.

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