Presenting principles of negotiation from theoretical and practical
perspectives, this book helps readers develop negotiating skills in
both individual and collective situations. Each chapter introduces
and discusses an essential negotiating concept and then connects
that concept to a related skill. Exercises are integrated
throughout each chapter to provide readers with the opportunity to
practice these skills. Using this unique theory-into-practice
organization principle, the book demonstrates how negotiation
works, outlines options and procedures for negotiation preparation,
and identifies common negotiating problems.
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