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100   $a20120523d1993      fy             0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 00$aNegotiation$b[electronic resource] $estrategies for mutual gain : the basic seminar of the Program on negotiation at Harvard Law School /$fLavinia Hall, editor
210   $aNewbury Park ;$aLondon $cSAGE$dc1993
215   $a1 online resource (229 p.)
300   $aDescription based upon print version of record.
311   $a1-4522-2909-0 
311   $a0-8039-4850-6 
320   $aIncludes bibliographical references and index.
327   $aCover; Contents; Introduction; Part I - Frameworks for Effective Negotiation; Chapter 1 - Negotiation Power: Ingredients in an Ability to Influence the Other Side; Chapter 2 - The Neutral Analyst: Helping Parties to Reach Better Solutions; Chapter 3 - Facilitated Collaborative Problem Solving and Process Management; Part II - Applying Mutual Gains to Organizations; Chapter 4 - The Courthouse and Alternative Dispute Resolution; Chapter 5 - Resolving Public Disputes; Chapter 6 - Why the Labor Management Scene Is Contentious; Chapter 7 - Searching for Mutual Gains in Labor Relations
327   $aChapter 8 - Options and Choice for Conflict Resolution in the WorkplacePart III - Perspectives on Individual Negotiators; Chapter 9 - Conflict From a Psychological Perspective; Chapter 10 - Her Place at the Table: Gender and Negotiation; Chapter 11 - Style and Effectiveness in Negotiation; Part IV - Appendices; I. Sample Curriculum on Negotiation and Dispute Resolution; II. Case Clearinghouse Materials; Bibliography; Index; About the Authors
330 8 $aWith contributions from top scholars in the field of negotiation, this volume blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings.
606   $aConflict management
606   $aInterpersonal conflict
606   $aNegotiation
608   $aElectronic books.
615  0$aConflict management.
615  0$aInterpersonal conflict.
615  0$aNegotiation.
676   $a158.5
676   $a302.3
701   $aHall$b Lavinia$01029037
801  0$bStDuBDS
801  1$bStDuBDS
906   $aBOOK
912   $a9910480166703321
996   $aNegotiation$92445267
997   $aUNINA