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NEGOTIATION

By: Material type: TextTextLanguage: English Publication details: SAGE PUB NEW DELHI 2012Description: 497ISBN:
  • 9788132108955
Subject(s): DDC classification:
  • 302.3 HAM
Summary: fundamental components of the negotiation process and the challenges that face negotiators It contains, in a single volume text material on current theory and research readings from diverse perspectives, Contents:- 1. The Nature of Negotiation: What It Is and why it matters,2. Preparation: Building the Foundation for Negotiating,3. Distributive Bargaining: A Strategy for Claiming Value, 4. Integrative Negotiation: A Strategy for Creating Value,5. Closing Deals: Persuading the other Party to say yes, 6. Communication: The Heart of All Negotiations, 7. Decision Making: Are We Truly Rational?
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Item type Current library Call number Status Date due Barcode
Books Books Symbiosis Institute of International Business 302.3 HAM (Browse shelf(Opens below)) Available SIIB-B-12540

fundamental components of the negotiation process and the challenges that face negotiators It contains, in a single volume text material on current theory and research readings from diverse perspectives,

Contents:- 1. The Nature of Negotiation: What It Is and why it matters,2. Preparation: Building the Foundation for Negotiating,3. Distributive Bargaining: A Strategy for Claiming Value, 4. Integrative Negotiation: A Strategy for Creating Value,5. Closing Deals: Persuading the other Party to say yes, 6. Communication: The Heart of All Negotiations, 7. Decision Making: Are We Truly Rational?

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