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Negotiation : processes for problem solving
- Author / Creator
- Available as
- Physical
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- Creator
- Carrie J. Menkel-Meadow, Andrea Kupfer Schneider, Lela Porter Love
- Format
- Books
- Language
- English
- Contributors
- Publication
-
- First edition
- New York, NY : Aspen Publishers, [2006]
- ©2006
- Physical Details
-
- xlii, 715 pages : illustrations ; 26 cm
- ISBNs
- 0735544417, 9780735544413
- OCLC
- ocm62282127
- Includes bibliographical references (pages [683]-697) and index.
- 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 -- 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