Title:
Essentials of negotiation
Personal Author:
Edition:
Fitfh edition (McGRAW-HILL INTERNATIONAL EDITION)
Physical Description:
xiv, 290 pages : illustrations ; 24 cm
ISBN:
9780071267731
Available:*
Library | Item Barcode | Call Number | Material Type | Item Category 1 | Status |
|---|---|---|---|---|---|
Searching... | 33000000017161 | HD58.6 L48 2011 | Open Access Book | Gift Book | Searching... |
On Order
Summary
Summary
Explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution.
Table of Contents
| Chapter 1 The Nature of Negotiation |
| Chapter 2 Strategy and Tactics of Distributive Bargaining |
| Chapter 3 Strategy and Tactics of Integrative Negotiation |
| Chapter 4 Negotiation: Strategy and Planning |
| Chapter 5 Perception, Cognition, and Emotion |
| Chapter 6 Communication |
| Chapter 7 Finding and Using Negotiation Power |
| Chapter 8 Ethics in Negotiation |
| Chapter 9 Relationships in Negotiation |
| Chapter 10 Multiple Parties and Teams |
| Chapter 11 International and Cross-Culture Negotiation |
| Chapter 12 Best Practices in Negotiations |
