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

By:

Carrell, Michael R

Contributor(s):

Heavrin, Christina

Material type: Text

TextPublication details: Upper Saddle River, NJ : Pearson/Prentice Hall, c2008.Description: x, 278 p. : ill. ; 24 cmISBN:

0131868667 (pbk. : alk. paper)
9780131868663 (pbk. : alk. paper)

Subject(s):

Negotiation

DDC classification:

302.3 CAR/N

LOC classification:

BF637.N4 C363 2008

Online resources:

Table of contents only

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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Holdings
Item type	Current library	Collection	Call number	Status	Notes	Date due	Barcode
Books	MES KC LIBRARY HISTORY	Social Science	302.3 CAR/N (Browse shelf(Opens below))	Available	GL42R1		43936

Browsing MES KC LIBRARY shelves, Shelving location: HISTORY, Collection: Social Science Close shelf browser (Hides shelf browser)

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Includes bibliographical references and index.

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