Carrell, Michael R. <br/><br/>
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. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9780131868663 
<br/><br/><label>LCCN: </label>2006035864 
<br/><br/><label>Subjects--Uniform Titles: </label><br/>EMBA.
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation.
<br/><br/><label>Dewey Class. No.: </label>302.3