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101 0 $aeng
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181   $ctxt
182   $cc
183   $acr
200 10$aNegotiation$b[electronic resource] $ecommunication for diverse settings /$fby Michael Spangle and Myra Warren Isenhart
210   $aThousand Oaks, CA $cSAGE$dc2003
215   $a1 online resource (xxii, 435 p.) $cill
300   $aDescription based upon print version of record.
311   $a0-7619-2349-7 
311   $a0-7619-2348-9 
320   $aIncludes bibliographical references and index.
327   $aCover; 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
327   $aAbout Those ProfiledIndex; About the Authors
330   $a 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
606   $aConflict management
606   $aNegotiation
615  0$aConflict management.
615  0$aNegotiation.
676   $a303.69
700   $aSpangle$b Michael$01462009
701   $aIsenhart$b Myra Warren$01462008
801  0$bStDuBDS
801  1$bStDuBDS
906   $aBOOK
912   $a9910791718503321
996   $aNegotiation$93811292
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