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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, NJ : Pearson/Prentice Hall, c2008.Description: x, 278 p. : ill. ; 24 cmISBN:
  • 0131868667 (pbk. : alk. paper)
  • 9780131868663 (pbk. : alk. paper)
Subject(s): DDC classification:
  • 302.3 CAR/N
LOC classification:
  • BF637.N4 C363 2008
Online resources:
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 Books MES KC LIBRARY HISTORY Social Science 302.3 CAR/N (Browse shelf(Opens below)) Available GL42R1 43936

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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