000			01182nam a2200217 a 4500
005			20260112063301.0
020			_a9788131721056
039			_a202111051502 _bstaff _c201206260118 _d staff _c201009152313 _d staff _c201009060346 _d staff _y 201009060345 _z staff
082			_a302.3 _bCAR [ Shelf 17 ]
100			_aCarrell, Michael R.
245			_aNegotiating essentials : _btheory, skills, and practices / _cMichael R. Carrell, Christina Heavrin.
260			_aUpper Saddle River, NJ : _bPearson/Prentice Hall, _cc2008.
300			_ax, 288 p. : _bill. ; _c24 cm.
504			_aIncludes bibliographical references and index.
505			_aAn 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.
650			_aNegotiation.
700			_aHeavrin, Christina.
991			_aVIRTUA40
991			_aVTLSSORT0080*0200*0820*1000*2450*2600*3000*5040*5050*6500*7000*9992
909			_a3577
999			_c3169 _d3169