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M astering
Business
Negotiation
A Working Guide to Making
Deals and Resolving Conflict
Roy J. Lewicki
Alexander Hiam
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Mastering Business Negotiation
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M astering
Business
Negotiation
A Working Guide to Making
Deals and Resolving Conflict
Roy J. Lewicki
Alexander Hiam
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Copyright © 2006 by Roy J. Lewicki and Alexander Hiam.
Published by Jossey-Bass
A Wiley Imprint
989 Market Street, San Francisco, CA 94103-1741
www.josseybass.com
No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, 978-750-8400, fax
978-646-8600, or on the Web at www.copyright.com. Requests to the publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ
07030, 201-748-6011, fax 201-748-6008, or online at http://www.wiley.com/go/permissions.
Portions of this book previously appeared in the volume The Fast Forward MBA in Negotiating and Deal
Making (New York: Wiley, 1991).
Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or