xxv, 416 pages ; 26 cm + teacher's manual
Formatted Contents Note
Negotiation and conflict Perception, fairness, psychological traps, and emotions Competitive and cooperative negotiation A combined approach and choosing a style Negotiation step by step : the beginning Negotiation step by step : the middle Negotiation step by step : the end Telephone and cyber negotiation Gender, culture, and race Negotiation ethics The law of negotiation Obstacles to agreement and negotiation assistance Mediating for negotiation advantage Negotiated settlement policy and limits.
Bibliography, etc. Note
Includes bibliographical references (pages 389-402) and index.
KF9084 .F65 2011
9780735599703 alkaline paper 073559970X alkaline paper 9780735599710 paperback : ; teacher's manual 0735599718 paperback : ; teacher's manual