Negotiating essentials : theory, skills, and practices /
Carrell, Michael R.
Negotiating essentials : theory, skills, and practices / [book] Michael R. Carrell, Christina Heavrin - Upper Saddle River, NJ : Pearson/Prentice Hall, c2008. - x, 278 p. : ill.
Includes bibliographical references and index
An introduction to negotiation -- The negotiation process: four stages -- Distributive bargaining -- Integrative bargaining -- Gaining leverage through power and persuasion -- Strategy -- Impasse and alternative dispute resolution (ADR) -- Ethics, fairness, and trust in negotiation -- The influence of culture and gender on negotiations -- Closing the deal
0131868667 (pbk. : alk. paper) 9780131868663 (pbk. : alk. paper)
Negotiation
BF637.N4 / C363
Negotiating essentials : theory, skills, and practices / [book] Michael R. Carrell, Christina Heavrin - Upper Saddle River, NJ : Pearson/Prentice Hall, c2008. - x, 278 p. : ill.
Includes bibliographical references and index
An introduction to negotiation -- The negotiation process: four stages -- Distributive bargaining -- Integrative bargaining -- Gaining leverage through power and persuasion -- Strategy -- Impasse and alternative dispute resolution (ADR) -- Ethics, fairness, and trust in negotiation -- The influence of culture and gender on negotiations -- Closing the deal
0131868667 (pbk. : alk. paper) 9780131868663 (pbk. : alk. paper)
Negotiation
BF637.N4 / C363
