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MARC record from Internet Archive

LEADER: 01196cam a2200253 a 4500
001 011310484-7
005 20080118132207.0
008 061025s2008 njua b 001 0 eng
010 $a 2006035864
020 $a0131868667 (pbk. : alk. paper)
020 $a9780131868663 (pbk. : alk. paper)
040 $aDLC$cDLC$dBAKER$dBTCTA$dC#P$dYDXCP$dIXA$dDLC
050 00 $aBF637.N4$bC363 2008
082 00 $a302.3$222
100 1 $aCarrell, Michael R.
245 10 $aNegotiating essentials :$btheory, skills, and practices /$cMichael R. Carrell, Christina Heavrin.
260 $aUpper Saddle River, NJ :$bPearson/Prentice Hall,$cc2008.
300 $ax, 278 p. :$bill. ;$c24 cm.
504 $aIncludes bibliographical references and index.
505 0 $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 0 $aNegotiation.
700 1 $aHeavrin, Christina.
988 $a20071114
906 $0DLC