| Description |
xxiii, 306 p. : ill., ; 24 cm. |
| Bibliography |
Includes bibliographical references (p. 293-302) and index. |
| Contents |
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. |
| Subject |
Conflict management.
|
|
Negotiation in business.
|
|
Strategic planning.
|
| ISBN |
0131193236 |
|
9780131193239 |
| Standard No. |
YDXCP 2482885 |
|
NZ1 10247336 |
|
AU@ 000028332604 |
|
