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Negotiation /
| Main Author: | |
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| Other Authors: | , |
| Format: | Printed Book |
| Published: |
Chennai :
McGraw-Hill/Irwin,
c2010.
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| Edition: | 6th ed.; |
| Subjects: |
Table of Contents:
- 1.Nature of negotiation 2. Strategy and tactics of distributive bargaining 3. Strategy and tactics of integrative negotiation 4. Negotiation: strategy and planning 5. Perception, cognition and emotion 6. Communication 7. Finding and using negotiation power 8.Influence 9. Ethics in negotiation 10. Relationships in negotiation 11. Agents, constituencies audiences 12. Coalitions 13. Multiple parties and teams 14. Individual differences: gender and negotiation 15. Individual differences II: personality and abilities 16. International and cross-cultural negotiation 17. Managing difficult negotiations 18. Third party approaches to managing difficult negotiations