| Description |
xviii, 382 pages ; 23 cm |
| Bibliography |
Includes bibliographical references (pages 370-374) and index. |
| Summary |
Offers a practical guide to the principles, practice, and art of negotiation, introducing a variety of subtle but powerful strategies to help negotiate items in business, career, and family relationships. |
| Contents |
Ch. I. The Joy of Detached Involvement -- Ch. II. Salvation by Negotiation -- Ch. III. Playing the Game -- Ch. IV. A Mixed-Motive Game -- Ch. V. A Bargaining Formula -- Ch. VI. The Perceptual TIP -- Ch. VII. Time and Timing -- Ch. VIII. Information -- Ch. IX. Power -- Ch. X. Sources of Power -- Ch. XI. Negotiating This ... And That -- Ch. XII. The Game of Life -- App. 1. Carter Went Against All Logic in Ruling Out Hostage "Expert," / Jack Anderson -- App. 2. The Mishandling of the Iranian Hostage Crisis -- App. 3. The Reality of Adversarial Negotiations -- App. 4. The Scourge of International Terrorism: Its Threat to America -- App. 5. Terrorism and the Media. |
| Subject |
Negotiation.
|
| ISBN |
0446529737 |
|
9780446529730 |
|
