Carrell, Michael R. <br/><br/>
Negotiating essentials :  theory, skills, and practices /  [book] 
Michael R. Carrell, Christina Heavrin 
 - Upper Saddle River, NJ :  Pearson/Prentice Hall,  c2008. 
 - x, 278 p. :  ill. 
<br/><br/>Includes bibliographical references and index 
<br/><br/>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 
<br/><br/><label>ISBN: </label>0131868667 (pbk. : alk. paper) 9780131868663 (pbk. : alk. paper) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation
<br/><br/><label>LC Class. No.: </label>BF637.N4  / C363