TY  - BOOK
AU  - Carrell,Michael R.
AU  - Heavrin,Christina
AU  - Heavrin,Christina
TI  - Negotiating essentials : theory, skills, and practices 
SN  - 9788131721056
AV  - BF637.N4 C363 2008
U1  - 658.4052 22
PY  - 2008///
CY  - New Delhi
PB  - Pearson Education
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
UR  - http://www.loc.gov/catdir/toc/ecip074/2006035864.html
ER  -