Negotiating Essentials
Theory, Skills, and Practices
Will be published approx. on 21. February 2007
Book
Paperback/Softback
288 pages
978-0-13-186866-3 (ISBN)
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.
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Content
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
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