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Negotiation : strategy style skills / Nadja Alexander ; Jill Howieson.
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Record details
Publication details:
Chatswood, N.S.W. : LexisNexis Butterworths, c2010.
Edition:
2nd ed.
Record id:
75463
Author:
Series:
LexisNexis skills series.
Subject:
Mediation -- Australia.
Negotiation -- Australia.
Conciliation (Civil procedure) -- Australia.
Contents:
Chapter 1. Negotiation : definitions, terms and approaches
Chapter 2. Positional negotiation
Chapter 3. Interest-based negotiation
Chapter 4. A constructive negotiation process
Chapter 5. Preparing for negotiation
Chapter 6. Negotiation : larger-than-life communication
Chapter 7. Interpersonal skills
Chapter 8. Emotion, culture, sex and your brain
Chapter 9. Tough skills for tough negotiations
Chapter 10. Multiparty and team negotiations
Chapter 11. Ten principles for constructive negotiators.
Note:
Includes index.
Previous ed.: Sydney : Butterworths, 1998.
ISBN:
9780409325539
Phys. description:
xxvi, 288 p. : ill. ; 25 cm