Introduction Basic factors affecting negotiation Verbal and nonverbal communication Preparing to negotiate (establishing limits and goals) The preliminary stage (establishing negotiator identities and tone for interaction) The information stage (value creation) The competitive/distributive stage (value claiming) The closing stage (value solidifying) The cooperative/integrative stage (value maximizing) Negotiating games/techniques Post negotiation assessment Frequently raised negotiation issues Psychological entrapment The impact of ethnicity and gender International negotiations Mediation/assisted negotiation Negotiation ethics.
Bibliography, etc. Note
Includes bibliographical references (pages 655-695) and index.
KF9084 .C7 2005
0820574945 hardbound 9780820574943 hardbound 0820561134 paperback 9780820561134 paperback