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Author:   Barbara Budjac Corvette, Ph.D. ,  Barbara Budjac Corvette, Ph.D.
Publisher:   Pearson Education Limited
Imprint:   Pearson Education Limited
Edition:   Pearson New International Edition
Dimensions:   Width: 21.60cm , Height: 1.40cm , Length: 27.60cm
Weight:   0.660kg
ISBN:  

9781292039992

ISBN 10:   129203999
Pages:   304
Publication Date:   01 November 2013
Audience:   College/higher education ,  Tertiary & Higher Education
Format:   Paperback
Publisher's Status:   Active
Availability:   Available To Order  
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Table of Contents

1. Defining Negotiation and Its Components 2. Personality 3. Conflict 4. Negotiation Style 5. Key Negotiating Temperaments 6. Communicating in Negotiation 7. A Note on Cultural and Gender Differences 8. Interests and Goals in Negotiation 9. Understanding the Importance of Perception in Negotiation 10. Effects of Power in Negotiation 11. Asserting Yourself 12. Principles of Persuasion 13. Rules of Negotiation & Common Mistakes 14. The Negotiation Process and Preparation 15. Alternative Styles, Strategies, & Techniques of Negotiation 16. Team Negotiation 17. Negotiation in Leadership and Public Relations 18. Third-Party Intervention 19. Using Your Personal Negotiating Power 20. Post-Negotiation Evaluation APPENDIX A: Personality and Behavior Assessment Resources APPENDIX B: Cases for Negotiation

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