Loose Leaf for Negotiation
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ISBN13: 9781259679308
|9781259679308
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Overview
PART ONE: NEGOTIATION FUNDAMENTALS
Chapter 1: The Nature of Negotiation
Chapter 2: Strategy and Tactics of Distributive Bargaining
Chapter 3: Strategy and Tactics of Integrative Negotiation
Chapter 4: Negotiation: Strategy and Planning
Chapter 5: Ethics in Negotiation
PART TWO: NEGOTIATION SUBPROCESSES
Chapter 6: Perception, Cognition, and Emotion
Chapter 7: Communication
Chapter 8: Finding and Using Negotiation Power
Chapter 9: Influence
PART THREE: NEGOTIATION CONTEXTS
Chapter 10: Relationships in Negotiation
Chapter 11: Agents, Constituencies, Audiences
Chapter 12: Coalitions
Chapter 13: Multiple Parties and Teams in Negotiation
PART FOUR: INDIVIDUAL DIFFERENCES
Chapter 14: Individual Differences I: Gender and Negotiation
Chapter 15: Individual Differences II: Personality and Abilities
PART FIVE: NEGOTIATION ACROSS CULTURES
Chapter 16: International and Cross-Cultural Negotiation
PART SIX: RESOLVING DIFFERENCES
Chapter 17: Managing Negotiation Impasses
Chapter 18: Managing Difficult Negotiations
Chapter 19: Third Party Approaches to Managing Difficult Negotiations
PART SEVEN: SUMMARY
Chapter 20: Best Practices in Negotiations
| ISBN-13 | 9781259679308 |
|---|---|
| ISBN-10 | 1259679306 |
| Dimensions | 7.20 x 0.98 x 9.10 In |
| List Price | $178.67 |
| Edition | 7th Edition |
| Format | - |
|---|---|
| Language | English |
| Pages | 704 pages |
| Publisher | McGraw Hill |
| Published On | 2015-07-27 |
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