TY  - BOOK
AU  - Carrell,Michael R.
AU  - Heavrin,Christina
TI  - Negotiating essentials: theory, skills, and practices 
SN  - 0131868667 (pbk. : alk. paper)
AV  - BF637.N4 C363
PY  - 2008///
CY  - Upper Saddle River, NJ
PB  - Pearson/Prentice Hall
KW  - Negotiation
N1  - 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
ER  -