Higher Ed. and Vocational >> Business and Economics >> Marketing >> Negotiation

Negotiating Essentials: Theory, Skills, and Practices

Negotiating Essentials:   Theory, Skills, and Practices

  • Michael R. Carrell
  • Christina Heavrin
  • Author: Michael R. Carrell
    • ISBN:9788131721056
    • 10 Digit ISBN:8131721051
    • Price:Rs. 845.00
    • Pages:288
    • Imprint:Pearson Education
    • Binding:Paperback
    • Status:Available


    With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations.

    Table of Content

    1. An Introduction to Negotiation
    2. The Negotiation Process: Four Stages
    3. Distributive Bargaining
    4. Integrative Bargaining
    5. Gaining Leverage through Power and Persuasion
    6. Strategy
    7. Impasse and Alternative Dispute Resolution (ADR)
    8. Ethics, Fairness, and Trust in Negotiation
    9. The Influence of Culture and Gender on Negotiations
    10. Closing the Deal

    Salient Features

    • 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.