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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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Description

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            

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

$45.99 | ISBN-13: 978-0-13-186886-1