Kennedy on negotiation / Gavin Kennedy

Author(s): Kennedy, Gavin
Location:
Retrieving Holdings Information
Subjects: Negotiation in business
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Published: Hampshire, England ; Brookfield, Vt. : Gower, c1998
LC Classification: H, HD
Physical Description: xvi, 340 p. : ill. ; 24 cm
Table of Contents: List of Figures
Preface
Acknowledgements
Prologue 1
Dialogue 25
1. Negotiation as a Phased Process 27
2. Phase One - Preparing to Negotiate 47
3. Phase Two - Debating Face to Face 101
4. Phase Three - Proposing and Bargaining Face to Face 157
5. Rational Negotiation? 267
Epilogue 299
Appendices 309
App. 1. Select bibliography of work referred to in the text 311
App. 2. Exercise on conditionality 319
App. 3. Practice examination 321
Notes 327
Index 335
Notes: LCCN: 97010301
ISBN: 0566073021 (cloth)
Includes bibliographical references (p. 311-318) and index
OCLC Number: 36543489
ISBN/ISSN: 0566073021