Negotiating essentials
Subtitle: theory, skills, and practices
By: Michael R. Carrell, Christina Heavrin.
Contributors: Heavrin, Christina.
Publisher: Pearson/Prentice Hall; Prentice Hall
Published: 2008
Place of publication: Upper Saddle River, NJ
Language: eng
Number of pages: 278
ISBN-13: 9780131868663
Subjects: Negotiation.
Notes: Includes bibliographical references and index.
Table of contents: title: An introduction to negotiation; title: The negotiation process: four stages; title: Distributive bargaining; title: Integrative bargaining; title: Gaining leverage through power and persuasion; title: Strategy; title: Impasse and alternative dispute resolution (ADR); title: Ethics, fairness, and trust in negotiation; title: The influence of culture and gender on negotiations; title: Closing the deal.