For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration.
With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations.
Table of Contents :
Chapter One : An Introduction To Negotiation
Chapter Two : The Negotiation Process: Four Stages
Chapter Three : Distributive Bargaining
Chapter Four : Integrative Bargaining
Chapter Five : Gaining Leverage Through Power And Persuasion
Chapter Six : Strategy
Chapter Seven : Impasse And Alternative Dispute Resolution (ADR)
Chapter Eight : Ethics, Fairness, And Trust In Negotiation
Chapter Nine : The Influence Of Culture And Gender On Negotiations
Chapter Ten : Closing The Deal