Negotiation basics : concepts, skills, and exercises /: concepts, skills, and exercises. (©1993)

• Record Type: Book
• Further Information: Note: Ralph A. Johnson.
• Other Names: Johnson, Ralph A
• Contents: Transforming Problems into Negotiating Opportunities; Identifying and Pursuing Useful Negotiating Goals; Finding and Using Information; Making Cost-Benefit Decisions; Building Credibility to Enhance your Power; Fitting Strategies to your Situation and Personal Style; Choosing the Appropriate Tactics; Organizing Constituents for Representative Bargaining; Searching for Secrets to Break Impasses; Using an Outside Party When You Need One; Conclusion; Creating a Positive Negotiating Climate
• Publisher Details: Newbury Park, Calif : Sage Publications
• Publication Date: 1993
• Copyright Date: 1993
• Extent: 1 online resource (xv, 166 pages)
• Subjects: 158/.5; Negotiation; Conflict management; Conflict management; Negotiation; Electronic books
• Languages: English
• ISBNs: 9781452245942; 1452245940; 9780803940512; 0803940513; 9781483325705; 1483325709
• Related ISBNs: 0803940513; 0803940521; 9780803940529
• Notes: Note: Includes bibliographical references (pages 148-153) and index.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.