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Negotiating essentials : theory, skills, and practices / Michael R. Carrell, Christina Heavrin.

By: Contributor(s): Material type: TextPublication details: Upper Saddle River, NJ : Pearson/Prentice Hall, c2008.Description: x, 288 p. : ill. ; 24 cmISBN:
  • 9788131721056
Subject(s): DDC classification:
  • 302.3 CAR [ Shelf 17 ]
Contents:
An introduction to negotiation -- The negotiation process: four stages -- Distributive bargaining -- Integrative bargaining -- Gaining leverage through power and persuasion -- Strategy -- 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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Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Reference Indian Institute Of Management, Shillong 302.3 CAR [ Shelf 17 ] (Browse shelf(Opens below)) 0 Not for loan 0009072
Book Indian Institute Of Management, Shillong 302.3 CAR [ Shelf 17 ] (Browse shelf(Opens below)) 1 Available 0009073
Book Indian Institute Of Management, Shillong 302.3 CAR [ Shelf 17 ] (Browse shelf(Opens below)) 2 Available 0009074

Includes bibliographical references and index.

An introduction to negotiation -- The negotiation process: four stages -- Distributive bargaining -- Integrative bargaining -- Gaining leverage through power and persuasion -- Strategy -- 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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