Lewicki, Roy J.

Mastering business negotiation : a working guide to making deals and resolving conflict / Roy J. Lewicki, Alexander Hiam. - San Francisco : Jossey-Bass, a Wiley Imprint, c2006. - viii, 303 p. : ill. ; 23 cm.

Includes bibliographical references and index.

The negotiation imperative -- The flexibility of the master negotiator -- Getting ready to negotiate -- The art of the master competitor -- Executing a competitive negotiation -- Mastering the art of collaboration -- Mastering the art of compromise -- Mastering accommodation and avoidance strategies -- Three (or more) is a crowd : mastering multiparty negotiations -- Mastering the framing process in negotiation -- Mastering the power and influence process -- Mastering personal negotiations.



9780470902516

2006013043


Negotiation in business.

HD58.6 / .L496 2006

658.4/052

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