http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
art of negotiation in the business world
"Business persons negotiate regularly, even when they do not appreciate the fact they are negotiating, and many individuals employed in the business world have had minimal training with respect to this fundamental skill. This book carefully explores the relevant aspects of bargaining interactions. Topics include the impact of negotiator styles on encounters, negotiation preparation, establishing rapport, ethics, and value maximizing, to name just a few topics. It also addressing transnational dealings and the reasons they may differ from wholly domestic encounters"--
Introduction -- Impact of different negotiator styles -- Establishing goals and limits during the critical preparation stage -- Using the preliminary stage to establish rapport and the tone for the interaction -- Creating value through the information stage -- Claiming value through the distributive and closing stages -- Value maximizing through the cooperative/integrative stage -- Negotiating techniques -- Verbal leaks, posture/speech pattern mirroring, and nonverbal communication -- Particular negotiation issues -- Impact of gender on bargaining interactions -- Transnational business negotiations -- Dispute resolution procedures -- Benefits from post-negotiation assessments -- Ethical considerations.
Includes bibliographical references and index.