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题名/责任者:

Negotiating essentials : theory, skills, and practices / Michael R. Carrell, Christina Heavrin = 谈判基础 : 理论、技巧和实践 / 迈克尔·R.卡雷尔, 克里斯蒂娜·希弗林著.

出版发行项:

上海 : 格致出版社 : 上海人民出版社, 2010.

ISBN:

9787543218437 (pbk.)

载体形态项:

x, 278 p. : ill. ; 24 cm.

变异题名:

谈判基础 : 理论、技巧和实践

丛编说明:

高等院校市场营销教材系列

个人责任者:

Carrell, Michael R.

附加个人名称:

Heavrin, Christina.

论题主题:

Negotiation.

中图法分类号:

C912.3

书目附注:

Includes bibliographical references and index.

内容附注:

An introduction to negotiation -- The negotiation process: four stages -- Distributive bargaining -- Integrative bargaining -- Gaining leverage through power and persuasion -- Strategy -- Impasse and alternative dispute resolution (ADR) -- Ethics, fairness, and trust in negotiation -- The influence of culture and gender on negotiations -- Closing the deal.

原版附注:

Reprint. Originally published: Upper Saddle River, NJ : Pearson/Prentice Hall, c2007. 9780131868663.

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