000			00421nam a2200145Ia 4500
999			_c176718 _d176718
020			_a9781412973991
040			_cCUS
082			_a302.3 _bHAM/N
245		0	_aNegotiation/ _bClosing Deals, Settling Disputes, and Making Team Decisions _cHames,David S.
250			_a1st.ed.
260			_aLos angeles: _bSAGE Publications, Inc, _c2012.
300			_a496
505			_aPart 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?
942			_cAC8