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Record Nr. |
UNINA9910791718503321 |
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Autore |
Spangle Michael |
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Titolo |
Negotiation [[electronic resource] ] : communication for diverse settings / / by Michael Spangle and Myra Warren Isenhart |
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Pubbl/distr/stampa |
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Thousand Oaks, CA, : SAGE, c2003 |
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ISBN |
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1-5063-1926-2 |
1-322-42263-X |
1-4833-2865-1 |
1-4522-4555-X |
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Descrizione fisica |
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1 online resource (xxii, 435 p.) : ill |
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Altri autori (Persone) |
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Disciplina |
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Soggetti |
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Conflict management |
Negotiation |
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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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Description based upon print version of record. |
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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; Contents; Acknowledgments; Preface; Introduction; Chapter 1 - Foundations of Negotiation; Chapter 2 - Contextual Nature of Negotiation; Chapter 3 - Theoretical Perspectives; Chapter 4 - Negotiation Processes; Chapter 5 - Qualities and Skills of Effective Negotiators; Chapter 6 - When Negotiation Breaks Down; Chapter 7 - Interpersonal Negotiation; Chapter 8 - Consumer Negotiation; Chapter 9 - Organizational Negotiation; Chapter 10 - Community Negotiation; Chapter 11 - International Negotiation; Chapter 12 - Integrating the Art with the Science of Negotiation; References |
About Those ProfiledIndex; About the Authors |
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Sommario/riassunto |
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Negotiation is not formulaic. How we negotiate is determined largely by the context in which the negotiation process takes place. Negotiation: Communication for Diverse Settings provides the reader with a comprehensive overview of the negotiation process as it applies to a wide variety of contexts. Skillfully weaving practitioner interviews and real world examples throughout the book, Michael Spangle and Myra Warren Isenhart emphasize the day-to-day relevance of negotiation skill. The authors provide knowledge vital to successful negotiation in a variety of situations, including inte |
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