TY  - BOOK
AU  - Carrell, Michael R.
AU  - Heavrin, Christina.
TI  - Negotiating essentials: theory, skills, and practices 
SN  - 9788131721056
U1  - 302.3 
PY  - 2008///
CY  - Upper Saddle River, NJ
PB  - Pearson/Prentice Hall
KW  - Negotiation
N1  - 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
ER  -