Conflict management : a practical guide to developing negotiation strategies / Barbara A. Budjac Corvette
Imprint
Upper Saddle River (NJ) : Pearson Prentice Hall, cop. 2007
Descript
XXIII, 306 str. : ilustr. ; 24 cm
CONTENT
Defining negotiation and its components -- Personality -- Conflict -- Negotiation style -- Key negotiating temperaments -- Communicating in negotiation -- A note on cultural and gender differences -- Interests and goals in negotiation -- Understanding the importance of perception in negotiation -- Effects of power in negotiation -- Asserting yourself -- Principles of persuasion -- Rules of negotiation and common mistakes -- The negotiation process and preparation -- Alternative styles, strategies, and techniques of negotiation -- Team negotiation -- Negotiation in leadership and public relations -- Third-party intervention -- Using your personal negotiating power -- Post-negotiation evaluation