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Negotiating Essentials: Theory, Skills, and Practices, 1st edition

  • Michael R. Carrell
  • Christina Heavrin

Published by Pearson (December 30th 2006) - Copyright © 2007

1st edition

Negotiating Essentials: Theory, Skills, and Practices

ISBN-13: 9780131868663

Includes: Paperback
Free delivery
$111.99 $139.99

What's included

  • Paperback

    You'll get a bound printed text.


For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration. 


A major goal of the authors was to write a book that could be easily utilized in a variety of courses and would be universally appealing to students of all majors. To enhance the readability, they intentionally chose a “conversational writing style” rather than a traditional “textbook style” to engage students of various different backgrounds. The book has a lively and interesting approach and incorporates several unique features that focus on “real world” negotiation cases. These features include cartoons like the popular Zits series, offering the reader a humorous but realistic viewpoint as well as many practical bargaining tactics and tips. All chapters include many boxed items and discussions of actual negotiations to illustrate major concepts and make them more accessible to students.

Table of contents

Chapter One

An Introduction To Negotiation


Chapter Two

The Negotiation Process: Four Stages


Chapter Three

Distributive Bargaining


Chapter Four

Integrative Bargaining


Chapter Five  

Gaining Leverage Through Power And Persuasion  


Chapter Six            



Chapter Seven

Impasse And Alternative Dispute Resolution (ADR)


Chapter Eight

Ethics, Fairness, And Trust In Negotiation


Chapter Nine

The Influence Of Culture And Gender On Negotiations


Chapter Ten

Closing The Deal

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