| Record ID | marc_loc_2016/BooksAll.2016.part41.utf8:142102382:1220 |
| Source | Library of Congress |
| Download Link | /show-records/marc_loc_2016/BooksAll.2016.part41.utf8:142102382:1220?format=raw |
LEADER: 01220cam a2200265 i 4500
001 2014004107
003 DLC
005 20141007082852.0
008 140307s2014 nju 001 0 eng
010 $a 2014004107
020 $a9780769890814
040 $aDLC$beng$cDLC$erda
042 $apcc
050 00 $aHD58.6$b.C737 2014
082 00 $a658.4/052$223
100 1 $aCraver, Charles B.
245 14 $aThe art of negotiation in the business world /$cCharles B. Craver, Freda H. Alverson Professor of Law, The George Washington University, School of Law.
264 1 $aNew Providence, NJ :$bLexisNexis,$c2014.
300 $axii, 260, 7 pages ;$c26 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
500 $aIncludes index.
505 0 $aIntroduction -- Impact of different negotiator styles -- Establishing goals and limits during the critical preparation stage -- Using the preliminary stage to establish rapport and the tone for the interaction -- Creating value through the information stage -- Claiming value through the distributive and closing stages -- Value maximizing through the cooperative/integrative stage.
650 0 $aNegotiation in business.