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Negotiating essentials theory, skills, and practices Michael R. Carrell, Christina Heavrin

By: Contributor(s): Material type: TextTextPublication details: New Delhi Pearson Education 2008Description: 288pISBN:
  • 9788131721056
Subject(s): DDC classification:
  • 658.4052 22 CA-N
LOC classification:
  • BF637.N4 C363 2008
Online resources:
Contents:
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.
Item type: Print
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Holdings
Item type Home library Collection Call number Status Date due Barcode
Print Print OPJGU Sonepat- Campus Main Library General Books 658.4052 CA-N (Browse shelf(Opens below)) Available 114639

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.

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