Negotiating Essentials: Theory, Skills, and Practices [Paperback]

Chapter One

An Introduction To Negotiation

 

Chapter Two

The Negotiation Process: Four Stages

 

Chapter Three

Distributive Bargaining

 

Chapter Four

Integrative Bargaining

 

Chapter Five  

Gaining Leverage Through Power And Persuasion  

 

Chapter Six            

Strategy

 

Chapter Seven

Impasse And Alternative Dispute Resolution (ADR)

 

Chapter Eight

Ethics, Fairness, And Trust In Negotiation

 

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