A guide to negotiation and mediation / Gary Goodpaster.
1997
KF9084 .G66 1997 (Map It)
On loan from Cellar, due 10. Jan 2011
Formats
Format | |
---|---|
BibTeX | |
MARCXML | |
TextMARC | |
MARC | |
DublinCore | |
EndNote | |
NLM | |
RefWorks | |
RIS |
Items
Details
Author
Title
A guide to negotiation and mediation / Gary Goodpaster.
Published
Irvington-on-Hudson, N.Y. : Transnational Publishers, [1997]
Copyright
©1997
Call Number
KF9084 .G66 1997
ISBN
1571050299
Description
xvi, 293 pages : illustrations ; 27 cm
System Control No.
(OCoLC)35638628
Bibliography, etc. Note
Includes bibliographical references (pages 271-280) and index.
Record Appears in
Table of Contents
Preface
Ch. 1
Basic Negotiation Dynamics
1
Ch. 2
Negotiation Variables
9
Ch. 3
Competitive Negotiation
23
Ch. 4
Competitive Negotiation Tactics
33
Ch. 5
Deception in Negotiation
51
Ch. 6
Compromise Negotiation
63
Ch. 7
Problem-Solving or Interest-Based Negotiation
87
Ch. 8
Facilitating Efficient Trade-Offs
111
Ch. 9
Cognitive Problems in Negotiation
123
Ch. 10
Coalitions and Representative Bargaining
139
Ch. 11
Negotiation Preparation and Planning
167
Ch. 12
Lawsuits as Negotiations
181
Ch. 13
Mediation
203
Ch. 14
Other Negotiated Dispute Resolution Processes
223
Ch. 15
Complex Negotiations and Mediations
241
Ch. 16
Cross-Cultural Negotiations and Mediations
257
Bibliography
271
Index
281