The art of negotiation in the business world
By: Charles B. Craver, Freda H. Alverson Professor of Law, The George Washington University, School of Law
Publisher: LexisNexis
Published: 2014
Place of publication: New Providence, NJ
Language: eng
Number of pages: 260
ISBN-13: 9780769890814
Subjects: Negotiation in business
Notes: Includes index.
Table of contents: title: Introduction; title: Impact of different negotiator styles; title: Establishing goals and limits during the critical preparation stage; title: Using the preliminary stage to establish rapport and the tone for the interaction; title: Creating value through the information stage; title: Claiming value through the distributive and closing stages; title: Value maximizing through the cooperative/integrative stage.