Negotiating essentials theory, skills, and practices
Carrell, Michael R. Heavrin, Christina
Negotiating essentials theory, skills, and practices Michael R. Carrell, Christina Heavrin - New Delhi Pearson Education 2008 - 288p.
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.
9788131721056
2006035864
Negotiation.
BF637.N4 / C363 2008
658.4052 / CA-N
Negotiating essentials theory, skills, and practices Michael R. Carrell, Christina Heavrin - New Delhi Pearson Education 2008 - 288p.
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.
9788131721056
2006035864
Negotiation.
BF637.N4 / C363 2008
658.4052 / CA-N