Negotiating Essentials Theory, Skills, and Practices

Name: Negotiating Essentials Theory, Skills, and Practices
Price: 51.86 USD
Availability: InStock
ISBN: 9780131868663

ISBN-10: 0131868667

ISBN-13: 9780131868663

Edition: 2007

Authors: Michael Carrell, Christina Heavrin

List price: $159.99

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Description:

For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration.nbsp; nbsp; A major goal of the authors was to write a book that could be easily utilized in a variety of courses and would be universally appealing to students of all majors. To enhance the readability, they intentionally chose a ldquo;conversational writing stylerdquo; rather than a traditional ldquo;textbook stylerdquo; to engage students of various different backgrounds. The book has a lively and interesting approach and incorporates several unique…

Book details

List price: $159.99
Copyright year: 2007
Publisher: Pearson Education
Publication date: 12/30/2006
Binding: Paperback
Pages: 288
Size: 6.90" wide x 9.10" long x 0.80" tall
Weight: 1.320
Language: English




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