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Strategy and planning chapter 5 perception, cognition, and emotion chapter 6 communication chapter 7 finding and using negotiation power chapter 8 ethics in negotiation chapter 9 relationships in. Save up to 80% by choosing the etextbook option for isbn. Role of concessions negotiations would not exist without them. The pattern of concessions made during a negotiation contains valuable information, though not always easy to interpret. Essentials of negotiation 6th edition by lewicki barry.
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