Negotiating essentials theory, skills, and practices - Carrell, Micheal R.; Heavrin, Christina (Upper Saddle, N.Y. Pearson, 2008)
An introduction to negotiation -- The negotiation process: four stages -- Distributive bargaining -- Integrative bargaining -- Gaining leverage through power and persuasion -- Strategy -- Impasse and alternative dispute resolution (ADR) -- Ethics, fairness, and trust in negotiation -- The influence of culture and gender on negotiations -- Closing the deal.
Keywords: Negotiation