xlii, 715 pages : illustrations ; 26 cm
0735544417 paperback alkaline paper 9780735544413 paperback alkaline paper
Bibliography, etc. Note
Includes bibliographical references (pages -697) and index.
Formatted Contents Note
Conflict theory: concepts of conflict and negotiation Preparing and making your case Integrative negotiation: expanding the pie and solving the problem Distributive bargaining: dividing the pie and mixed models Working with your client: interviewing, counseling, and representing Relating to your counterpart: reputation, trust, rapport, and power Working with your counterpart: understanding, listening, emotions, and apology Recognizing and responding to barriers in negotiation Dealing with differences: culture, gender, and race Ethics in negotiation The law of negotiation Multiparty negotiation International negotiation Facilitated negotiation: mediation for negotiators.