Kennedy on negotiation / Gavin Kennedy
| Author(s): | Kennedy, Gavin |
|---|---|
| Location: |
Retrieving Holdings Information |
| Subjects: | Negotiation in business |
| Formats: | |
| Material Type: | Books |
| Language: | English |
| Audience: | Unspecified |
| Published: | Hampshire, England ; Brookfield, Vt. : Gower, c1998 |
| LC Classification: | H, HD |
| Table of Contents: | List of Figures Preface Acknowledgements Prologue 1 Dialogue 25 1. Negotiation as a Phased Process 27 2. Phase One - Preparing to Negotiate 47 3. Phase Two - Debating Face to Face 101 4. Phase Three - Proposing and Bargaining Face to Face 157 5. Rational Negotiation? 267 Epilogue 299 Appendices 309 App. 1. Select bibliography of work referred to in the text 311 App. 2. Exercise on conditionality 319 App. 3. Practice examination 321 Notes 327 Index 335 |
| Notes: | LCCN: 97010301 ISBN: 0566073021 (cloth) Includes bibliographical references (p. 311-318) and index |
| Physical Description: | xvi, 340 p. : ill. ; 24 cm |
| OCLC Number: | 36543489 |
| ISBN/ISSN: | 0566073021 |