Negotiation

SAGE PUBLICATIONS INCISBN: 9780803948501

Strategies for Mutual Gain

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Sale price$371.00
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Edited by Lavinia Hall
Imprint:
SAGE PUBLICATIONS INC
Release Date:
Format:
PAPERBACK
Pages:
224

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Description

Introduction PART ONE: FRAMEWORKS FOR EFFECTIVE NEGOTIATION Negotiation Power - Roger Fisher, William Ury and Bruce Patton Ingredients in an Ability to Influence the Other Side The Neutral Analyst - Howard Raiffa Helping Parties to Reach Better Solutions Facilitated Collaborative Problem Solving and Process Management - David Straus PART TWO: APPLYING MUTUAL GAINS TO ORGANIZATIONS The Courthouse and Alternative Dispute Resolution - Frank E A Sander Resolving Public Disputes - Lawrence Susskind Why the Labor Management Scene is Contentious - Robert B McKersie Searching for Mutual Gains in Labor Relations - Charles C Heckscher Options and Choice for Conflict Resolution in the Workplace - Mary P Rowe PART THREE: PERSPECTIVES ON INDIVIDUAL NEGOTIATORS Conflict From a Psychological Perspective - Jeffrey Z Rubin Her Place at the Table - Deborah M Kolb Gender and Negotiation Style and Effectiveness in Negotiation - Gerald R Williams

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