Negotiating Essentials: Theory, Skills, and Practices

Klappentext

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.

Zusammenfassung

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.

Inhalt

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