The theory and practice of representative negotiation
By: Colleen M. Hanycz, Trevor C.W. Farrow, Frederick H. Zemans
Contributors: Farrow, Trevor C. W.; Zemans, Frederick H.
Publisher: Emond Montgomery Publications
Published: 2008
Place of publication: Toronto
Language: eng
Number of pages: 322
ISBN-13: 9781552392645
Subjects: Negotiation; Textbooks; Négociations; Manuels d'enseignement supérieur
Notes: Includes bibliographical references and index.
Table of contents: title: An introduction to representative negotiation; title: Representative negotiation; title: Introduction to the negotiation process model; title: Strategic negotiation: moving through the stages; title: Representative negotiators of integrity; title: Shapeshifters and synergy: toward a culturally fluent approach to representative negotiation; title: Power and negotiation; title: Gender and negotiation; title: Emotion in negotiation; title: The essential role of communication in negotiation; title: Critiques of settlement advocacy.