The world of negotiation
Subtitle: theories, perceptions and practice
By: Amira Galin (Tel Aviv University, Israel)
Publisher: World Scientific; World Scientific Publishing Co
Published: 2015
Place of publication: New Jersey
Language: eng
ISBN-13: 9789814619325
Subjects: Negotiation; Negotiation in business
Table of contents: title: Preface; title: Introduction : about the book's content; title: Conflict-confrontation and negotiation : theories and perceptions; title: Alternatives to resolving conflict; title: Main negotiation theories; title: A matter of perception : subjective rationality and its effects; title: Becoming acquaintaed with the negotiaion process; title: Preparing for negotiation; title: Negotiators' interests and objectives; title: Common power sources and the balance of power; title: Choosing the appropriate strategies and tactics; title: Negotiating a hostage crisis with a terrorist group; title: Values and perspectives ¿ how they influence the negotiation process; title: Globalization and cultures : their impact on negotiation; title: Ethical behavior.