| 000 | 01077nam a2200217Ia 4500 | ||
|---|---|---|---|
| 999 |
_c161292 _d161292 |
||
| 003 | OSt | ||
| 005 | 20210322163030.0 | ||
| 008 | 131217s9999 xx 000 0 und d | ||
| 020 | _a9788132108955 | ||
| 040 | _cSIIB | ||
| 041 | _aEnglish | ||
| 082 | _a302.3 HAM | ||
| 100 | _aHAMES DAVID S | ||
| 245 | _aNEGOTIATION | ||
| 260 |
_bSAGE PUB _aNEW DELHI _c2012 |
||
| 300 | _a497 | ||
| 365 | _cRs | ||
| 520 | _afundamental 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? | ||
| 650 | _aMANAGEMENT GENERAL -(F-56) | ||
| 942 |
_2ddc _cB |
||