a practical guide to developing negotiation strategies Corvette, Barbara A. Budjac. creator text bibliography nju Upper Saddle River, NJ Pearson Prentice Hall c2007 2007 monographic eng

print

xxiii, 306 p. : ill., ; 24 cm. Defining negotiation and its components -- Personality -- Conflict -- Negotiation style -- Key negotiating temperaments -- Communicating in negotiation -- A note on cultural and gender differences -- Interests and goals in negotiation -- Understanding the importance of perception in negotiation -- Effects of power in negotiation -- Asserting yourself -- Principles of persuasion -- Rules of negotiation and common mistakes -- The negotiation process and preparation -- Alternative styles, strategies, and techniques of negotiation -- Team negotiation -- Negotiation in leadership and public relations -- Third-party intervention -- Using your personal negotiating power -- Post-negotiation evaluation. Barbara A. Budjac Corvette. Includes bibliographical references (p. 293-302) and index. Conflict management Negotiation in business Strategic planning 658.4053 COC 0131193236 2005025179 http://www.loc.gov/catdir/toc/ecip0518/2005025179.html http://www.loc.gov/catdir/toc/ecip0518/2005025179.html DLC 050826 20161221165912.0 14089252