The negotiation handbook / Patrick J. Cleary

Author(s): Cleary, Patrick J
Location:
Retrieving Holdings Information
Subjects: Negotiation in business
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Published: Armonk, N.Y. : M.E. Sharpe, 2001
LC Classification: H, HD
Physical Description: xiv, 179 p. ; 22 cm
Table of Contents: About the Author
Acknowledgments
Introduction 3
Ch. 1. The Dynamics of Negotiation 15
Ch. 2. Preparing for the Negotiation 29
Ch. 3. The Basics of Conflict Resolution 37
Ch. 4. The Negotiation 46
Ch. 5. Rules 99
Ch. 6. Mediators: Lessons and Observations 137
Epilogue: The Gym Wall 169
App.: Bargaining Scenario 173
Index 175
Notes: LCCN: 00056329
ISBN: 0765607204 (alk. paper)
ISBN: 0765607212 (pbk. : alk. paper)
Includes index
OCLC Number: 44469072
ISBN/ISSN: 0765607204
0765607212