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Record Nr. |
UNINA9910153084103321 |
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Autore |
DeMarr Beverly |
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Titolo |
Negotiation and dispute resolution / / Beverly DeMarr, Suzanne De Janasz |
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Pubbl/distr/stampa |
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Harlow, England : , : Pearson, , [2014] |
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ISBN |
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Edizione |
[First edition, Pearson new international edition.] |
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Descrizione fisica |
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1 online resource (376 pages) : illustrations, photographs |
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Collana |
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Disciplina |
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Soggetti |
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Negotiation |
Conflict management |
Mediation |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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Cover -- Table of Contents -- 1. Introduction -- 2. The Language of Negotiation -- 3. Distributive Negotiations -- 4. Integrative Negotiations -- 5. Conflict and Dispute Resolution -- 6. Understanding Yourself and How That Impacts Negotiation -- 7. Communication in Negotiation -- 8. The Role and Importance of Persuasion in Negotiation -- 9. The Nature of the Relationship in Negotiating and Resolving Disputes -- 10. International Negotiations -- 11. Team and Multiparty Negotiations -- 12. Negotiating in the Workplace -- 13. Real Estate Negotiations: Commercial and Residential -- 14. Negotiating Your Future -- Appendix: Negotiating with Organized Labor -- Appendix: Resumes and Cover Letters -- Index. |
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Sommario/riassunto |
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For courses in Negotiation/Dispute Resolution. Complete and broad in coverage, this book addresses negotiations and dispute resolution in a wide variety of settings. Because skill development is an important part of becoming a masterful negotiator, concepts are augmented with numerous exercises, activities, role plays, and self-assessments. By combining theoretical foundations with experiential exercises, the book helps students develop their ability to negotiate and resolve conflicts in both personal and professional settings.  . |
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