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Conflict management : a practical guide to developing negotiation strategies /
| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
Upper Saddle River, NJ :
Pearson Prentice Hall,
2007.
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| Subjects: | |
| Online Access: | View in OPAC |
Table of Contents:
- Defining negotiation and its components
- Personality
- Conflict
- Negotiation style
- Key negotiating temperaments
- Communicating in negotiation
- A note on cultural and gender differences
- Interests and goals in negotiation
- Understanding the importance of perception in negotiation
- Effects of power in negotiation
- Asserting yourself
- Principles of persuasion
- Rules of negotiation and common mistakes
- The negotiation process and preparation
- Alternative styles, strategies, and techniques of negotiation
- Team negotiation
- Negotiation in leadership and public relations
- Third-party intervention
- Using your personal negotiating power
- Post-negotiation evaluation