Buch, Englisch, 706 Seiten, Format (B × H): 234 mm x 189 mm, Gewicht: 904 g
Buch, Englisch, 706 Seiten, Format (B × H): 234 mm x 189 mm, Gewicht: 904 g
ISBN: 978-1-260-56559-1
Verlag: McGraw-Hill Education
Autoren/Hrsg.
Weitere Infos & Material
PART 1: NEGOTIATION FUNDAMENTALS
1. The Nature of Negotiation
2. Strategy and tactics of Distributive Bargaining
3. Strategy and tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
PART 2: NEGOTIATION AND SUB PROCESSES
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Influence
PART 3: NEGOTIATION CONTEXTS
10. Relationships in Negotiation
11. Agents, Constituencies, Audiences
12. Coalitions
13. Multiple Parties, Groups, and Teams in Negotiation
PART 4: INDIVIDUAL DIFFERENCES
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
PART 5: NEGOTIATION AND CULTURES
16. International and Cross-Cultural Negotiation
17. Managing Negotiation Impasses
18. Managing Difficult Negotiation
19. Third-PartyApproaches to Managing Difficult Negotiations
20. Best Practices inNegotiations