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Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions / Edition 1
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Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions / Edition 1

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by David S. Hames
 

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ISBN-10: 1412973996

ISBN-13: 9781412973991

Pub. Date: 10/28/2011

Publisher: SAGE Publications

This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in

Overview

This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.

Product Details

ISBN-13:
9781412973991
Publisher:
SAGE Publications
Publication date:
10/28/2011
Pages:
497
Sales rank:
142,835
Product dimensions:
7.40(w) x 9.00(h) x 0.80(d)

Table of Contents

Part 1: The Fundamentals
The Nature of Negotiation: What it is and Why it Matters
Preparation: Building the Foundation for Negotiating
Distributive Bargaining: A Strategy for Claiming Value
Integrative Bargaining: A Strategy for Creating Value
Closing Deals: Persuading the Other Party to Say Yes
Part 2: Special Challenges
Communication : The Heart of All Negotiations
Decision Making: Are We Truly Rational Beings?
Power & influence: Changing others’ attitudes and behaviors
Ethics: Right and Wrong Do Exist when you Negotiate
Multiparty Negotiations: Managing the Additional Complexity
Individual Differences
International Negotiations
Difficult Negotiations
Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

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Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions 5 out of 5 based on 0 ratings. 1 reviews.
Gaurav_Vaidya More than 1 year ago
A very useful book for my MBA (Global Business). Thank You Dr. David S Hames