MARC record from Internet Archive

LEADER: 05935cam 2200733 a 4500
001 ocm37864437
003 OCoLC
005 20191128004133.0
008 971023s1999 mau 001 0 eng
010 $a 97044924
040 $aDLC$beng$cDLC$dUKM$dQP9$dXTL$dBAKER$dNLGGC$dBTCTA$dYDXCP$dOCLCG$dDEBBG$dOCL$dOCLCQ$dZWZ$dOCLCF$dOCLCQ$dOCLCO$dZCU$dMYPER$dOCLCQ$dOCLCO$dGILDS$dPAU$dQGE$dOCLCQ$dAU@$dOCLCO$dOCLCA$dUKBTH$dOCLCA
015 $aGB9882768$2bnb
019 $a40425100
020 $a025621591X
020 $a9780256215915
035 $a(OCoLC)37864437$z(OCoLC)40425100
050 00 $aHD58.6$b.N45 1999
080 $a331.157
082 00 $a658.4/052$221
084 $a77.64$2bcl
084 $a85.05$2bcl
084 $aCV 3500$2rvk
090 $aHD58.6$b.L49 1985
245 00 $aNegotiation :$breadings, exercises, and cases.
250 $a3rd ed. /$b[edited by] Roy J. Lewicki, David M. Saunders, John W. Minton.
260 $aBoston :$bIrwin/McGraw-Hill,$c℗♭1999.
300 $axvi, 744 pages ;$c24 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
500 $aIncludes index.
505 0 $aManaging conflict / L. Greenhalgh -- Strategic choice / D. Pruitt & J.Z. Rubin -- Consider both relationships and substance when negotiating strategically / G.T. Savage, J.D. Blair, & R.L. Sorenson -- How to plan the strategies / R. Kuhn -- Preparing for negotiations / B. Scott -- Framing and reframing / D. Tannen -- Winning at the sport of negotiation / K. Aaronson -- Negotiation techniques / C.B. Craver -- Secrets of power negotiating / R. Dawson -- Collaboration: the constructive management of differences / B. Gray -- Step into my parlor: a survey of strategies and techniques for effective negotiation / T. Anderson -- Some wise and mistaken assumptions about conflict and negotiation / J.Z. Rubin -- Negotiating rationally: the power and impact of the negotiator's frame / M.A. Neale & M.H. Bazerman -- The power of talk: who gets heard and why / D. Tannen -- Communication freezers / M.E. Tramel & H. Reynolds -- The nature of power / K. Boulding -- Influence without authority: the use of alliances, reciprocity, and exchange to accomplish work / A.R. Cohen & D.L. Bradford -- How to become an influential manager / B. Keys & T. Case -- How to get clout / J. Brothers -- The ethics and profitability of bluffing in business / R.E. Wokutch & T.L. Carson -- Shrewd bargaining on the moral frontier: toward a theory of morality in practice / J.G. Dees & P.C. Cramton -- Deception and mutual gains bargaining: are they mutually exclusive? / R.A. Friedman & D.L. Shapiro -- When should we use agents? Direct versus representative negotiation / J.Z. Rubin & F.E.A. Sander -- Negotiating in long-term mutually interdependent relationships among relative equals / B.H. Sheppard -- Trade routes: the manager's network of relationships / R.E. Kaplan -- A core model of negotiation / T. Colosi -- Get things done through coalitions / M. Vanover -- The negotiation of settlements: a team sport / J.G. Zack Jr. -- The behavior of successful negotiators / N. Rackham -- Six basic interpersonal skills for a negotiator's repertoire / R. Fisher & W.H. Davis -- Our game, your rules: developing effective negotiating approaches / L. Greenhalgh & R.W. Gilkey -- The dynamics of international business negotiations / A.V. Phatak & M.M. Habib -- American strengths and weaknesses / T.T.B. Koh -- Global negotiating: vive les differences! / S. Frank -- Psychological traps / J.Z. Rubin -- Negotiating with problem people / L. Leritz -- Negotiating with a customer you can't afford to lose / T.C. Keiser -- The role of the mediator / T. Colosi -- "What do we need a mediator for?": Mediation's "value-added" for negotiators / R.A. Baruch Bush -- The manager as the third party: deciding how to intervene in employee disputes / A.R. Elangovan -- Exercises -- Cases -- Questionnaires -- Appendixes.
520 $aExplores the major concepts and theories of the psychology of bargaining and negotiation. This book also looks at the dynamics of interpersonal and intergroup conflict and its resolution.
650 0 $aNegotiation in business.
650 0 $aNegotiation.
650 0 $aNegotiation$vCase studies.
650 7 $aNegotiation.$2fast$0(OCoLC)fst01035551
650 7 $aNegotiation in business.$2fast$0(OCoLC)fst01035573
650 7 $aPsychologie$2gnd
650 7 $aVerhandlungsfu hrung$2gnd
650 7 $aVerhandlungstechnik$2gnd
650 17 $aOnderhandelen.$2gtt
650 7 $aNe gociations (affaires)$xCas, E tudes de.$2ram
655 4 $aCase studies.
655 7 $aCase studies.$2fast$0(OCoLC)fst01423765
700 1 $aLewicki, Roy J.
700 1 $aSaunders, David M.
700 1 $aMinton, John W.,$d1946-
856 41 $3Table of contents$uhttp://catdir.loc.gov/catdir/toc/mh022/97044924.html
856 41 $3Table of contents$uhttp://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=009133401&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
856 41 $3Table of contents$uhttp://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009133401&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
856 42 $3Contributor biographical information$uhttp://catdir.loc.gov/catdir/enhancements/fy0707/97044924-b.html
856 42 $3Publisher description$uhttp://catdir.loc.gov/catdir/description/mh023/97044924.html
938 $aBaker & Taylor$bBKTY$c72.45$d72.45$i025621591X$n0003084500$sactive
938 $aBaker and Taylor$bBTCP$n97044924
938 $aYBP Library Services$bYANK$n1452172
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029 1 $aNLGGC$b170620689
029 1 $aNZ1$b3536201
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994 $aZ0$bP4A
948 $hNO HOLDINGS IN P4A - 185 OTHER HOLDINGS