01620cam a2200325 a 4500 14610446 OSt 20231206160544.0 061025s2008 njua b 001 0 eng 2006035864 0131868667 (pbk. : alk. paper) 9780131868663 (pbk. : alk. paper) (OCoLC)ocm74941395 (OCoLC)74941395 DLC DLC BAKER BTCTA C#P YDXCP IXA DLC BF637.N4 C363 2008 302.3 CAR/N Carrell, Michael R. 10077 Negotiating essentials : theory, skills, and practices / Michael R. Carrell, Christina Heavrin. Upper Saddle River, NJ : Pearson/Prentice Hall, c2008. x, 278 p. : ill. ; 24 cm. 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. Negotiation. Heavrin, Christina. Table of contents only http://www.loc.gov/catdir/toc/ecip074/2006035864.html 7 cbc orignew 1 ecip 20 y-gencatlg ddc BK 302.3 CAR/N 302.3 CAR/N 0 0 ddc 0 0 SOCIAL SCIENCE MES MES HIS 2023-12-06 0 302.3 CAR/N 43936 2023-12-06 16:05:00 770.00 2023-12-06 BK GL42R1 43755 43755