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Negotiating Essentials: Theory, Skills, and Practices, CourseSmart eTextbook

By Michael R. Carrell, Christina Heavrin, J.D.

Published by Prentice Hall

Published Date: Dec 8, 2006

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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. 


With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations.

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            



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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Negotiating Essentials: Theory, Skills, and Practices, CourseSmart eTextbook
Format: Safari Book

$51.99 | ISBN-13: 978-0-13-186886-1