Negotiating Essentials : Theory, Skills, and Practices details from bookadda

Description
With its unique andappealing student-centered focus, Carrell & Heavrin helpsstudents of all disciplines master the concepts, skills, andpractices of effective negotiations.
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• The book has a lively and interesting approach and incorporates several unique features that focus on "real world" negotiation cases.
• Negotiation Skills? Everyone has the opportunity to become an effective negotiator by mastering and routinely applying a certain set of concepts, skills, and practices, which are presented throughout the book.
• Summing Up features, located at the end of every chapter, challenge the reader to apply each of the skills presented to a negotiation situation in their own professional or personal life.

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