Negotiation basics : concepts, skills, and exercises /
"How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both...
Guardado en:
| Autor principal: | |
|---|---|
| Formato: | Libro |
| Lenguaje: | Inglés |
| Publicado: |
Newbury Park, Calif. :
Sage,
c1993.
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| Materias: | |
| Aporte de: | Registro referencial: Solicitar el recurso aquí |
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| 020 | |a 9780803940529 |q (pb) | ||
| 035 | |a (OCoLC)26809781 | ||
| 035 | |a (OCoLC)ocm26809781 | ||
| 040 | |a DLC |c DLC |d UKM |d BAKER |d NLGGC |d BTCTA |d LVB |d YDXCP |d DEBBG |d XVF |d TULIB |d BDX |d GBVCP |d OCLCF |d OCLCQ |d OCLCO |d DHA |d OCLCQ |d U@S | ||
| 049 | |a U@SA | ||
| 050 | 0 | 0 | |a BF637.N4 |b J64 1993 |
| 082 | 0 | 0 | |a 158/.5 |2 20 |
| 100 | 1 | |a Johnson, Ralph A. | |
| 245 | 1 | 0 | |a Negotiation basics : |b concepts, skills, and exercises / |c Ralph A. Johnson. |
| 260 | |a Newbury Park, Calif. : |b Sage, |c c1993. | ||
| 300 | |a xv, 167 p. ; |c 22 cm. | ||
| 504 | |a Incluye referencias bibliográficas (p. 148-153) e índice. | ||
| 505 | 0 | |a Introduction -- Transforming Problems into Negotiating Opportunities -- Identifying and Pursuing Useful Negotiating Goals -- Finding and Using Information -- Making Cost-Benefit Decisions -- Building Credibility to Enhance your Power -- Fitting Strategies to your Situation and Personal Style -- Choosing the Appropriate Tactics -- Organizing Constituents for Representative Bargaining -- Searching for Secrets to Break Impasses -- Using an Outside Party When You Need One -- Conclusion: Creating a Positive Negotiating Climate. | |
| 520 | |a "How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs." --Descripción del editor. | ||
| 650 | 0 | |a Negotiation. | |
| 650 | 7 | |a Negociación. |2 UDESA | |