Browsing by Subject "Negotiation"

Now showing items 1-12 of 12

    • Essentials of negotiation 

      Lewicki, Roy J.; Barry, Bruce; Saunders, David M. (McGraw-Hill, 2016)
      It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have ...

    • Essentials of negotiation 

      Lewicki, Roy J.; Saunders, David M.; Barry, Bruce (McGraw-Hill, 2021)
      It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have ...

    • Getting to yes : negotiating agreement without giving in 

      Fisher, Roger (editor); Ury, William (editor); Patton, Bruce (editor) (Penguin Books, 1991)
      Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken.

    • Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries 

      Brett, Jeanne M. (John Wiley & Sons, Inc., 2007)
      This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, ...

    • Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries 

      Brett, Jeanne M. (Jossey-Bass, 2014)
      In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating ...

    • Negotiation 

      Lewicki, Roy J.; Barry, Bruce; Saunders, David M. (McGraw-Hill, 2020)
      This book explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of ...

    • Negotiation : readings, exercises and cases 

      Lewicki, Roy J.; Barry, Bruce; Saunders, David M. (McGraw-Hill, 2015)
      This book takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of interpersonal and inter-group conflict and its resolution. It is ...

    • Negotiation analysis : the science and art of collaborative decision making 

      Raiffa, Howard (2002)
      The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step ...

    • Negotiation: readings, exercises, and cases 

      Lewicki, Roy J.; Barry, Bruce; Saunders, David M. (McGraw-Hill, 2010)
      Negotiation is a critical skill needed for effective management. This book takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation and the dynamics of ...

    • The art of negotiation : how to improvise agreement in a chaotic world 

      Wheeler, Michael (Simon & Schuster, 2013)
      The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don't trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ...

    • The mind and heart of the negotiator 

      Thompson, Leigh L. (Pearson, 2015)
      This book provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.

    • The mind and heart of the negotiator 

      Thompson, Leigh L. (Pearson, 2022)
      This book is dedicated to individuals who want to improve their ability to negotiate-whetherin multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining ...