Negotiation: Strategies for Mutual Gain

Negotiation: Strategies for Mutual Gain
ISBN-10
0803948506
ISBN-13
9780803948501
Series
Negotiation
Category
Language Arts & Disciplines
Pages
228
Language
English
Published
1993
Publisher
SAGE
Author
Lavinia Hall

Description

With contributions from top scholars in the field of negotiation, this clear and entertaining volume effectively blends technique with theory to present frameworks for effective negotiating, analyses of person-to-person negotiating situations and applications in organizational settings. Building on the concept that conflict, when managed well, can provide the impetus for growth, constructive change and mutual benefit, the book is dedicated to breaking the paradigm of winning and losing and transforming negotiation into a search for improved solutions to problems.

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