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
An Introduction To Negotiation
The Negotiation Process: Four Stages
Gaining Leverage Through Power And Persuasion
Impasse And Alternative Dispute Resolution (ADR)
Ethics, Fairness, And Trust In Negotiation
The Influence Of Culture And Gender On Negotiations
Closing The Deal
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Negotiating Essentials: Theory, Skills, and Practices, CourseSmart eTextbook
Format: Safari Book
$48.99 | ISBN-13: 978-0-13-186886-1