Mastering Business Negotiation

Author: Roy J. Lewicki and Alexander Hiam
2006: Bass (Wiley)

A broad theoretical approach to the four categories on negotiation: avoidance, accommodation, competition, and collaboration.

  1. The Negotiation Imperative
  2. 19 The Flexibility of the Master Negotiator
  3. Getting Ready to Negotiate
  4. The Art of the Master Competitor
  5. Executing a Competitive Negotiation
  6. Mastering the Art of Collaboration
  7. Mastering the Art of Compromise
  8. Mastering Accommodation and Avoidance
  9. Mastering Multiparty Negotiations
  10. Mastering the Framing Process
  11. The Power and Influence Process
  12. Mastering Personal Negotiations