Rolland, Florence Kennedy <br/><br/>
The Persuasive Negıtiator / 
 Tools and Techniques for Effective Negotiating 
Florence Kennedy Rolland 
 - 292 pages;  23.5 cm. 
<br/><br/> Includes index 
<br/><br/> What is Negotiation   1  Distributive Bargaining   14  Integrative Bargaining part 1: Preparation   31  Integrative Bargaining part 2: Debate   57  Integrative Bargaining part 3: How to Propose   91  Integrative Bargaining part 4: How to bargain   113  The Styles of Negotiation   132  Rational Bargaining   159  Ploys and Tactics  182  Culture and Negotiation   201  Appendix 1: Glossary of terms   217  Appendix 2: Checkpoint answers   221  Index 
<br/><br/><label>ISBN: </label>9780367565923 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation
<br/><br/><label>Dewey Class. No.: </label>658.4052  / R65 2021