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Negotiating essentials : theory, skills, and practices / Michael R. Carrell, Christina Heavrin

By: Contributor(s): Material type: TextTextPublication details: [Upper Saddle River] : Pearson/Prentice Hall, [2008]Description: x, 278 p. : ill. ; 24 cmISBN:
  • 9780131868663
  • 9780131868663
Subject(s):
Contents:
An introduction to negotiation -- The negotiation process: four stages -- Distributive bargaining -- Integrative bargaining -- Gaining leverage through power and persuasion -- Strategy -- Impasse and alternative dispute resolution (ADR) -- Ethics, fairness, and trust in negotiation -- The influence of culture and gender on negotiations -- Closing the deal
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Item type Current library Call number Status Date due Barcode
General General ATU Dublin Road General Shelves 302.3 CAR (Browse shelf(Opens below)) Available G109968

Includes bibliographical references and index

An introduction to negotiation -- The negotiation process: four stages -- Distributive bargaining -- Integrative bargaining -- Gaining leverage through power and persuasion -- Strategy -- Impasse and alternative dispute resolution (ADR) -- Ethics, fairness, and trust in negotiation -- The influence of culture and gender on negotiations -- Closing the deal

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