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Essentials of Negotiation

by
Edition:
2nd
ISBN13:

9780072312850

ISBN10:
0072312858
Format:
Paperback
Pub. Date:
7/1/2000
Publisher(s):
MCGRAW HILL PUBL CO

Questions About This Book?

What version or edition is this?
This is the 2nd edition with a publication date of 7/1/2000.
What is included with this book?
  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any CDs, lab manuals, study guides, etc.

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Table of Contents

Negotiation Fundamentals

1. The Nature of Negotiation

2. Negotiation Framing: Strategizing and Planning

3. Strategy and Tactics of Distributive Negotiation

4. Strategy and Tactics of Integrative Negotiation

Negotiation Subprocesses

5. Communication, Perception, and Cognitive Biases

6. Finding and Using Negotiation Leverage

7. Ethics in Negotiation

Negotiation Contexts

8. The Social Context of Negotiation

9. Multiparty Negotiations: Groups and Coalitions

10. Global Negotiation

Negotiation Remedies

11. Managing Difficult Negotiations: Individual Approaches

12. Managing Difficult Negotiations: Third Party Approaches



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