Effective negotiation : from research to results /
Fells, R. E.
Effective negotiation : from research to results / Ray Fells. - vii, 239 pages : illustrations ; 23 cm
Includes bibliographical references and index.
An introduction to negotiation -- The essence of negotiation -- Being strategic -- The process of negotiation -- Managing a negotiation -- Dealing with differences -- Exploring options -- The end-game exchange -- Negotiating on behalf of others -- Cross-cultural negotiations.
0521735211 9780521735216
Negotiation in business
HD58.6 / .F45 2010
658.4052
Effective negotiation : from research to results / Ray Fells. - vii, 239 pages : illustrations ; 23 cm
Includes bibliographical references and index.
An introduction to negotiation -- The essence of negotiation -- Being strategic -- The process of negotiation -- Managing a negotiation -- Dealing with differences -- Exploring options -- The end-game exchange -- Negotiating on behalf of others -- Cross-cultural negotiations.
0521735211 9780521735216
Negotiation in business
HD58.6 / .F45 2010
658.4052