Carrell, Michael R. <br/><br/>
Negotiating essentials :  theory, skills, and practices / 
Michael R. Carrell, Christina Heavrin. 
 - Upper Saddle River, N.J. :  Prentice Hall,  c2008. 
 - x, 278 p. :  ill. ;  24 cm. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>0131868667 (pbk. : alk. paper) 9780131868663 (pbk.) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation.
<br/><br/><label>Dewey Class. No.: </label>302.3  / CAR