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Negotiation

Course Codes : 21068, HRM545

Negotiation

ISBN 9780078029448
Edition 7
Publication Date
Publisher McGraw Hill Higher Education
Author(s)
Overview

PART ONE: NEGOTIATION FUNDAMENTALS

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

PART TWO: NEGOTIATION SUBPROCESSES

Chapter 6: Perception, Cognition, and Emotion Chapter 7: Communication Chapter 8: Finding and Using Negotiation Power Chapter 9: Influence

PART THREE: NEGOTIATION CONTEXTS

Chapter 10: Relationships in Negotiation Chapter 11: Agents, Constituencies, Audiences Chapter 12: Coalitions Chapter 13: Multiple Parties and Teams in Negotiation

PART FOUR: INDIVIDUAL DIFFERENCES

Chapter 14: Individual Differences I: Gender and Negotiation Chapter 15: Individual Differences II: Personality and Abilities

PART FIVE: NEGOTIATION ACROSS CULTURES

Chapter 16: International and Cross-Cultural Negotiation

PART SIX: RESOLVING DIFFERENCES

Chapter 17: Managing Negotiation Impasses Chapter 18: Managing Difficult Negotiations Chapter 19: Third Party Approaches to Managing Difficult Negotiations

PART SEVEN: SUMMARY

Chapter 20: Best Practices in Negotiations

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