Book Details
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Negotiating Essentials: Theory, Skills, and Practices, 1/e
Author(s)
Michael R. Carrell and Christina Heavrin
ISBN
9788131721056
Imprint
Pearson Education
Copyright
2008
Pages
288
Binding
Paperback
List Price Rs.
845.00
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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Contents
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Features
- Downloadable Resources
- 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
- The book has a lively and interesting approach and incorporates several unique features that focus on “real world” negotiation cases.
- Negotiation Skills– Everyone has the opportunity to become an effective negotiator by mastering and routinely applying a certain set of concepts, skills, and practices, which are presented throughout the book.
- Summing Up features, located at the end of every chapter, challenge the reader to apply each of the skills presented to a negotiation situation in their own professional or personal life.
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