Negotiation: Process, Tactics, Theory

כריכה קדמית
University Press of America, 1995 - 97 עמודים
Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.
 

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זכויות יוצרים

מונחים וביטויים נפוצים

accept advantage agenda ambiguous anger answer authority Back channels bad faith bait and switch bargaining climate bargaining phase bargaining range BATNA best and final buyer California State University caucus caviar common concern concessions Conflict Management Conflict Resolution convince opponents cost deadline deadlock position deal delay discussed Dispute Resolution dual-concern model ents Environmental example final offers goals Golan Heights Haggling Harvard Law School important International involve issues linkage listening Mediation military demarcation line needs negotiation tactics Negotiation Theory Negotiator 2 Option Negotiators sometimes Negotiators usually Newbury Park NIDR nonverbal communication objections one-text procedure one's outcomes Plea bargaining possible Press proposals Pruitt and Carnevale questions reach agreement request requires resolve response reverse auction risk Salami slicing sellers settle settlement range Sibylline Books signal specific split the difference Stanford strategy suggest talks Theory threat tiations tion toughness ultimatum University Washington York

מידע על המחבר (1995)

David Churchman is Professor and Chairman of Behavioral Science Graduate Program at California State University, Dominguez Hills.

מידע ביבליוגרפי

כותרתNegotiation: Process, Tactics, Theory
מאתDavid Churchman
מהדורהמאויר
הוצאהUniversity Press of America, 1995
ISBN0819199478, 9780819199478
אורך97 עמודים
  
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