http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
1. Why isn't negotiation straightforward? -- 2. Negotiators are people, not robots -- 3. Establishing what can be achieved by negotiating -- 4. Strategically managing the negotiation process -- 5. Differentiation : managing the exchange of information -- 6. Exploration : finding a better outcome -- 7. Exchange : getting the other party to agree -- 8. Strategically managing deadlocks -- 9. Overcoming deadlocks through mediation -- 10. Negotiation in practice : negotiators building bridges on behalf of others -- 11. Negotiation in practice : managing negotiating in the workplace -- 12. Negotiation in practice : managing business negotiations -- 13. Cross-cultural negotiations : much the same but different -- 14. Conclusion : becoming an effective negotiator.
Includes bibliographical references and index.