Negotiating Essentials: Theory, Skills, and Practices
Author:   Michael Carrell ,  Christina Heavrin
Publisher:   Pearson Education (US)
ISBN:  

9780131868663


Pages:   288
Publication Date:   21 February 2007
Replaced By:   9780136090441
Format:   Paperback
Availability:   Out of stock   Availability explained
The supplier is temporarily out of stock of this item. It will be ordered for you on backorder and shipped when it becomes available.

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Negotiating Essentials: Theory, Skills, and Practices


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Author:   Michael Carrell ,  Christina Heavrin
Publisher:   Pearson Education (US)
Imprint:   Pearson
Dimensions:   Width: 17.40cm , Height: 1.10cm , Length: 23.40cm
Weight:   0.410kg
ISBN:  

9780131868663


ISBN 10:   0131868667
Pages:   288
Publication Date:   21 February 2007
Audience:   Professional and scholarly ,  Professional & Vocational
Replaced By:   9780136090441
Format:   Paperback
Publisher's Status:   Active
Availability:   Out of stock   Availability explained
The supplier is temporarily out of stock of this item. It will be ordered for you on backorder and shipped when it becomes available.

Table of Contents

Chapter One An Introduction To Negotiation   Chapter Two The Negotiation Process: Four Stages   Chapter Three Distributive Bargaining   Chapter Four Integrative Bargaining   Chapter Five   Gaining Leverage Through Power And Persuasion     Chapter Six             Strategy   Chapter Seven Impasse And Alternative Dispute Resolution (ADR)   Chapter Eight Ethics, Fairness, And Trust In Negotiation   Chapter Nine The Influence Of Culture And Gender On Negotiations   Chapter Ten Closing The Deal

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