rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    non sort: The
    title: art of negotiation in the business world
  name:
    name part: Craver, Charles B.
    role:
      role term: creator
    role:
      role term: author.
  type of resource: text
  genre: bibliography
  origin info:
    place:
      place term: ncu
    date issued: 2020
    edition: Second edition.
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: print
    extent: xi, 286 pages ; 26 cm
  abstract: "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"--
  table of contents: 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.
  note: Charles B. Craver.
  note: Includes bibliographical references and index.
  subject:
    topic: Negotiation in business
  subject:
    topic: Negotiation in business
  classification: HD58.6 .C737 2020
  classification: 658.4/052
  identifier: 9781531017774
  identifier: 1531017770
  identifier: 9781531017781
  identifier: 2019058613
  location:
    physical location: pda,print
  record info:
    record content source: DLC
    record creation date: 191218
    record change date: 20250318214756.1
    record identifier: in00004345523
    language of cataloging:
      language term: eng