Negotiating Essentials : Theory, Skills, and Practices
ISBN: 9780131868663 | 0131868667
Edition: 1stFormat: Paperback
Publisher: Prentice Hall
Pub. Date: 12/30/2006
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For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration. With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations.
| 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 | ... MORE |
| Closing The Deal | |
| Table of Contents provided by Publisher. All Rights Reserved. |
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