Negotiation Basics Concepts, Skills and Exercises

Summary: Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies

Record details

ISBN: 1452245940 (electronic bk.)
ISBN: 9781452245942 (electronic bk.)
Physical Description: 1 online resource (187 p.)
remote
electronic resource
Publisher: Thousand Oaks : SAGE Publications, 1992.

Content descriptions

General Note:	CatBulkString:jan.03.13 CatMonthString:jan.13 Multi-User. Description based upon print version of record.
Terms Governing Use and Reproduction Note:	Access requires VIU IP addresses and is restricted to VIU students, faculty and staff. Access restricted by subscription.