TY  - BOOK
TI  - Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
SN  - 9781412973991
U1  - 302.3 
PY  - 2012///
CY  - Los angeles
PB  - SAGE Publications, Inc
N1  - Part 1: The Fundamentals The Nature of Negotiation: What it is and Why it Matters Preparation: Building the Foundation for Negotiating Distributive Bargaining: A Strategy for Claiming Value Integrative Bargaining: A Strategy for Creating Value Closing Deals: Persuading the Other Party to Say Yes Part 2: Special Challenges Communication : The Heart of All Negotiations Decision Making: Are We Truly Rational Beings?Power & influence: Changing others' attitudes and behaviors Ethics: Right and Wrong Do Exist when you Negotiate Multiparty Negotiations: Managing the Additional Complexity Individual Differences International Negotiations Difficult Negotiations Third-Party Intervention: Recourse When Negotiations Sputter or Fail?
ER  -