| Record ID | marc_loc_2016/BooksAll.2016.part33.utf8:136551119:1329 |
| Source | Library of Congress |
| Download Link | /show-records/marc_loc_2016/BooksAll.2016.part33.utf8:136551119:1329?format=raw |
LEADER: 01329cam a2200277 a 4500
001 2006035864
003 DLC
005 20070605085235.0
008 061025s2008 njua b 001 0 eng
010 $a 2006035864
020 $a0131868667 (pbk. : alk. paper)
020 $a9780131868663 (pbk. : alk. paper)
035 $a(OCoLC)ocm74941395
035 $a(OCoLC)74941395
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.
856 41 $3Table of contents only$uhttp://www.loc.gov/catdir/toc/ecip074/2006035864.html