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Tables of Contents for Negotiation
NEGOTIATION FUNDAMENTALSChapter 1 The Nature of NegotiationChapter 2 Negotiation: Framing, Strategizing, and PlanningChapter 3 Strategy and Tactics of Distributive BargainingChapter 4 Strategy and Tactics of Integrative NegotiationsNEGOTIATION SUBPROCESSESChapter 5 Communication, Perception, and Cognitive BiasesChapter 6 Finding and Using Negotiation LeverageChapter 7 Ethics in NegotiationNEGOTIATION CONTEXTSChapter 8 The Social Context of NegotiationChapter 9 Multiparty Negotiations: Colaitions and GroupsChapter 10 Individual DifferencesChapter 11 Global NegotiationNEGOTIATION REMEDIESChapter 12 Managing Difficult Negotiations: Individual ApproachesChapter 13 Managing Difficult Negotiations: Third-Party Approaches