Negotiating essentials :
Carrell, Michael R.
Negotiating essentials : theory, skills, and practices / Michael R. Carrell, Christina Heavrin. - Upper Saddle River, NJ : Pearson/Prentice Hall, c2008. - x, 278 p. : ill. ; 24 cm.
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.
9780131868663
2006035864
EMBA.
Negotiation.
302.3
Negotiating essentials : theory, skills, and practices / Michael R. Carrell, Christina Heavrin. - Upper Saddle River, NJ : Pearson/Prentice Hall, c2008. - x, 278 p. : ill. ; 24 cm.
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.
9780131868663
2006035864
EMBA.
Negotiation.
302.3