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.
- The Negotiation Imperative
- 19 The Flexibility of the Master Negotiator
- Getting Ready to Negotiate
- The Art of the Master Competitor
- Executing a Competitive Negotiation
- Mastering the Art of Collaboration
- Mastering the Art of Compromise
- Mastering Accommodation and Avoidance
- Mastering Multiparty Negotiations
- Mastering the Framing Process
- The Power and Influence Process
- Mastering Personal Negotiations