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Essentials of Negotiation

ISBN 9780077862466
Edition 6
Publication Date
Publisher Mcgraw Hill
Author(s)
Overview
Chapter 1: The Nature of Negotiation Chapter 2: Strategy and Tactics of Distributive Bargaining Chapter 3: Strategy and Tactics of Integrative Negotiation Chapter 4: Negotiation: Strategy and Planning Chapter 5: Ethics in Negotiation Chapter 6: Perception, Cognition, and Emotion Chapter 7: Communication Chapter 8: Finding and Using Negotiation Power Chapter 9: Relationships in Negotiation Chapter 10: Multiple Parties, Groups, and Teams in Negotiation Chapter 11: International and Cross-Cultural Negotiation Chapter 12: Best Practices in Negotiations

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