Format:
xx, 684 pages
,
illustrations
,
23 cm
Edition:
International student edition
ISBN:
1266283153
,
9781266283154
Note:
Includes bibliographical references and indexes
,
Chapter 1: The Nature of Negotiation -- Chapter 2: Strategy and Tactics of Distributive Bargaining -- Chapter 3: Strategy and Tactics of Integrative Negotiation -- Chapter 4: Negotiation: Strategy and Planning Chapter 5: Ethics in Negotiation -- Chapter 6: Perception, Cognition, and Emotion -- Chapter 7: Communication -- Chapter 8: Finding and Using Negotiation Power -- Chapter 9: Influence -- Chapter 10: Relationships in Negotiation -- Chapter 11: Agents, Constituencies, and Audiences -- Chapter 12: Coalitions -- Chapter 13: Multiple Parties and Groups in Negotiations -- Chapter 14: Individual Differences I: Gender and Negotiation -- Chapter 15: Individual Differences II: Personality and Abilities -- Chapter 16: International and Cross-Cultural Negotiation -- Chapter 17: Managing Negotiation Impasses -- Chapter 18: Managing Difficult Negotiations -- Chapter 19: Third-Party Approaches to Managing Difficult Negotiations -- Chapter 20: Best Practices in Negotiations.
Language:
English
Keywords:
Verhandlung
;
Unternehmen
;
Lehrbuch
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