000 | 01872cam a22003614a 4500 | ||
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001 | 12935047 | ||
005 | 20210414113920.0 | ||
008 | 020918s2003 maua b 001 0 eng | ||
010 | _a 2002035255 | ||
020 | _a0072432551 (alk. paper) | ||
020 | _a0071123156 (international : alk. paper) | ||
040 |
_aDLC _cDLC _dDLC |
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042 | _apcc | ||
050 | 0 | 0 | _aHD58.6.L49 |
082 | 0 | 0 |
_a658.4/052 _221 |
100 | _aLewicki, Roy J. | ||
245 | 0 | 0 |
_aNegotiation / _cRoy J. Lewicki ... [et al.]. |
250 | _a4th ed. | ||
260 |
_aBoston : _bMcGraw-Hill/Irwin, _cc2003. |
||
300 |
_axx, 552 p. : _bill. ; _c23 cm. |
||
500 | _aRev. ed. of: Negotiation / Roy J. Lewicki. 3rd ed. c1999. | ||
504 | _aIncludes bibliographical references and indexes. | ||
505 | _aContents: The Nature of negotiation -- Negotiation: Strategizing, framing and planning -- Strategy and tactics of distributive bargaining -- Strategy and tractics of integrative negotiation -- Perception, cognition and communcation -- Finding and using negotiation leverage --Ethics in negotiation -- Social context: Relationships and representatives -- Coalitions, multiple parties and teams -- Individual differences -- Global negotiation -- Managing difficult negotiations: Individual approaches -- Managing difficult negtiations: Third- party approaches. | ||
650 | 0 | _aNegotiation in business. | |
700 | 1 | _aBarry, Bruce | |
700 | 1 | _aSaunders, David M. | |
700 | 1 | _aMinton, John W. | |
856 | 4 | 1 |
_3Table of contents only _uhttp://www.loc.gov/catdir/toc/mh031/2002035255.html |
856 | 4 | 2 |
_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy0632/2002035255-d.html |
906 |
_a7 _bcbc _corignew _d1 _eocip _f20 _gy-gencatlg |
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942 |
_2lcc _cBK |
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999 |
_c630 _d8130 |