Negotiation Basics: Concepts, Skills, and Exercises - Ralph A. Johnson - Books - SAGE Publications Inc - 9780803940529 - February 12, 1993
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Ralph A. Johnson
Negotiation Basics: Concepts, Skills, and Exercises

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Presenting principles of negotiation from theoretical and practical perspectives, this book helps readers develop negotiating skills in both individual and collective situations. Each chapter introduces and discusses an essential negotiating concept and then connects that concept to a related skill. Exercises are integrated throughout each chapter to provide readers with the opportunity to practice these skills. Using this unique theory-into-practice organization principle, the book demonstrates how negotiation works, outlines options and procedures for negotiation preparation, and identifies common negotiating problems.

184 pages, black & white illustrations

Media Books     Paperback Book   (Book with soft cover and glued back)
Released February 12, 1993
ISBN13 9780803940529
Publishers SAGE Publications Inc
Pages 184
Dimensions 141 × 216 × 12 mm   ·   266 g
Language English  

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