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책 정보
· 분류 : 외국도서 > 경제경영 > 협상
· ISBN : 9781266283154
· 쪽수 : 1408쪽
· 출판일 : 2023-03-28
목차
1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Influence
10. Relationships in Negotiation
11. Agents, Constituencies, and Audiences
12. Coalitions
13. Multiple Parties and Groups in Negotiations
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
16. International and Cross-Cultural Negotiation
17. Managing Negotiation Impasses
18. Managing Difficult Negotiations
19. Third-Party Approaches to Managing Difficult Negotiations
20. Best Practices in Negotiations
