Negotiating essentials : theory, skills, and practices / Michael R. Carrell, Christina Heavrin.
By: Carrell, Michael R
.
Contributor(s): Heavrin, Christina.
Publisher: Upper Saddle River, N.J. : Prentice Hall, c2008Description: x, 278 p. : ill. ; 24 cm.ISBN: 0131868667 (pbk. : alk. paper); 9780131868663 (pbk.).Subject(s): NegotiationDDC classification: 302.3 | Item type | Current location | Shelf location | Call number | Copy number | Status | Notes | Date due | Barcode |
|---|---|---|---|---|---|---|---|---|
| Main Collection | Taylor's Library-TU |
Floor 3, Shelf 4 , Side 1, TierNo 6, BayNo 4 |
302.3 CAR (Browse shelf) | 1 | Available | SHTEx,70002,03,GR | 5000152493 |
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| 302.3 BRO Group process / | 302.3 BRO Group process / | 302.3 BUR Groups: | 302.3 CAR Negotiating essentials : | 302.3 COM Communication 2000, 2E : | 302.3 CYB 2011 Cyberbullying / | 302.3 DOW Negotiation skills training / |
Includes bibliographical references and index.
1. An introduction to negotiation -- 2. The negotiation process: four stages -- 3. Distributive bargaining -- 4. Integrative bargaining -- 5. Gaining leverage through power and persuasion -- 6. Strategy -- 7. Impasse and alternative dispute resolution (ADR) -- 8. Ethics, fairness, and trust in negotiation -- 9. The influence of culture and gender on negotiations -- 10. Closing the deal - Index.