Negotiation

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Negotiation Essentials

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 For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or labor Relations, which can be found in various departments such as business, law, education, engineering, psychology and public administration. With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills and practices of effective negotiations. Features • With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations • Appealing Student-Centered Focus- A major goal of the authors was to write a book that could be easily utilized in a variety of courses and would be easily utilized in a variety of courses and would be universally appealing to students of all majors. • Negotiation skills- Everyone has the opportunity to be become an effective negotiator by mastering and routinely apply a certain set of concepts, skills, and practices, which are presented throughout the book. • Tactics for success and traps to avoid are practical, time-tested pointers that are presented in boxes throughout the book. These features provide students with many critical “tools” that can be applied during a negotiation. • Summing up features, located at the end of every chapter, challenge the readers to apply each of the skills presented to a negotiation situation in their own professional or personal life. This immediate application of new skills cements students’ understanding and brings the concepts to life for students. • Learning Exercise features conclude each chapter. These exercises enable the student to apply the negotiation skills presented in the chapter to an actual negotiation situation that they will most likely encounter in the future, either personally or professionally. Contents 1. An introduction to negotiation 2. The negotiation process: Four stages 3. Distributive bargaining 4. Integrative bargaining 5. Gaining leverage through power and persuasion 6. Strategy 7. Impasse and alternative dispute resolution (ADR) 8. Ethics, Fairness, and trust in Negotiation 9. The Influence of culture and gender on negotiations 10. Closing the deal

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 For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or labor Relations, which can be found in various departments such as business, law, education, engineering, psychology and public administration. With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills and practices of effective negotiations. Features • With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations • Appealing Student-Centered Focus- A major goal of the authors was to write a book that could be easily utilized in a variety of courses and would be easily utilized in a variety of courses and would be universally appealing to students of all majors. • Negotiation skills- Everyone has the opportunity to be become an effective negotiator by mastering and routinely apply a certain set of concepts, skills, and practices, which are presented throughout the book. • Tactics for success and traps to avoid are practical, time-tested pointers that are presented in boxes throughout the book. These features provide students with many critical “tools” that can be applied during a negotiation. • Summing up features, located at the end of every chapter, challenge the readers to apply each of the skills presented to a negotiation situation in their own professional or personal life. This immediate application of new skills cements students’ understanding and brings the concepts to life for students. • Learning Exercise features conclude each chapter. These exercises enable the student to apply the negotiation skills presented in the chapter to an actual negotiation situation that they will most likely encounter in the future, either personally or professionally. Contents 1. An introduction to negotiation 2. The negotiation process: Four stages 3. Distributive bargaining 4. Integrative bargaining 5. Gaining leverage through power and persuasion 6. Strategy 7. Impasse and alternative dispute resolution (ADR) 8. Ethics, Fairness, and trust in Negotiation 9. The Influence of culture and gender on negotiations 10. Closing the deal
Additional Information
Title Negotiation Essentials Height 24
Heavrin Michael R. Carrell Width 18.2
ISBN-13 9788131721056 Binding Paperback
ISBN-10 8131721051 Spine Width
Publisher Financial Times / Imprint Of Pearson Pages
Edition 1 Availability Out Of Stock

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