Negotiating essentials : theory, skills, and practices / Michael R. Carrell, Christina Heavrin.
Material type:
TextPublication details: Upper Saddle River, NJ : Pearson/Prentice Hall, c2008.Description: x, 278 p. : ill. ; 24 cmISBN: - 9780131868663
- 302.3 22
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Main library General Stacks | 302.3 / CA.N 2008 (Browse shelf(Opens below)) | 1 | Available | 000552 |
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| 302.2301 / BA.M 2009 Mass communication theory : | 302.2309 / BR. T 2005 التاريخ الاجتماعي للوسائط | 302.3 / AC.H 2009 How to negotiate anything with anyone anywhere around the world / | 302.3 / CA.N 2008 Negotiating essentials : | 302.3 / CH.C 2009 Connected : | 302.34 / G.CO 1997 Communicating in groups : | 302.346 KI.H / 1994 How to talk to anyone, anytime, anywhere : |
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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