Negotiation (The Irwin series in management and the behavioral sciences) [Hardcover]

Roy J. Lewicki (Author), Joseph A. Litterer (Author)

Book Description

Publication Date: April 1, 1985 | ISBN-10: 0256026335 | ISBN-13: 978-0256026337 | Edition: 2nd

The market for negotiations is growing as the business environment becomes increasingly more challenging and global. "Negotiations" reflects this changing environment and offers a broad-based approach supporting the latest research in negotiation theory.

--This text refers to an out of print or unavailable edition of this title.

Product Details

• Hardcover: 384 pages
• Publisher: McGraw-Hill Inc.,US; 2nd edition (April 1, 1985)
• Language: English
• ISBN-10: 0256026335
• ISBN-13: 978-0256026337
• Product Dimensions: 9.3 x 6 x 0.7 inches
• Shipping Weight: 1.6 pounds
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #2,369,816 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

2 of 3 people found the following review helpful:

5.0 out of 5 stars The Future Bill Gates and Donald Trumps, February 7, 2004

By A Customer

This review is from: Negotiation (The Irwin series in management and the behavioral sciences) (Hardcover)

While an older book, these skills are timeless. This book is for the real potential masters of this subject.

For the genuinely ambitious, the driven, the professional in business, the future and up and coming Bill Gates or Donald Trumps, or even Secretary of State!

Chapters include: The Nature of Negotiation, Planning and Preparation, Strategy and Tactics of Distributive Bargaining, Strategy and Tactics of Integrative Bargaining, Key Elements in the Strategic Process, Communication Processes, The Persuasion Process, The Social Structure of Negotiation, The Role of Power, The Role of a Negotiator's Personality, Converting Win-Lose to Win-Win, Ethics in Negotiation.