• Summary
  • Contents
  • Subject index

“It is a very practical book aiming to describe various ways of negotiating…. The author's use of a conversational style makes for easy reading…. A useful and light book which serves as an introduction to the area.” --Counselling at Work “Although the book's format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives.” --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical ...

Identifying and Pursuing Useful Negotiating Goals
Identifying and pursuing useful negotiating goals
The Story of Linda and Steve's Decision to Adopt a Pet

Married for less than a year, Linda and Steve live in a small house with a large fenced-in backyard. Linda teaches nights at a community college and spends most days working at home preparing for classes. Steve's job keeps him in the office during weekdays and requires him to make overnight trips 4–6 times a month. The big advantage of their schedules is that at least once a month they are able to take a long weekend traveling together. The disadvantage is that they each spend more time home alone than they like. They both love their work and plan to postpone having children ...

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