Negotiation: Process, Tactics, Theory

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University Press of America, 1995 - Political Science - 97 pages
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Negotiation is an integral and pragmatic tool. Churchman provides a concise and practical guide to negotiation as it actually occurs. He outlines and defines key terms and concepts behind negotiation tactics that have proven effective throughout history thereby providing a clear introduction for the novice, while also offering an organized framework for the experienced.
 

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Contents

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1
II
7
III
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IV
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V
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VII
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IX
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XXXIII
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XXXV
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XXXVI
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XXXVIII
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XXXIX
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XL
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XLI
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XLIII
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XI
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XIV
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XVI
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XIX
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XX
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XXI
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XXII
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XXIV
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XXV
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XXVI
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XXVIII
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XXIX
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XXX
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XXXI
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XXXII
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XLIV
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XLV
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XLVII
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XLIX
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L
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LI
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LII
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LIII
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LIV
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LV
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LVI
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LVII
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LVIII
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LIX
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Copyright

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About the author (1995)

David Churchman is Professor and Chairman of Behavioral Science Graduate Program at California State University, Dominguez Hills.

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