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

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

by David S. Hames
5.0 1
ISBN-10:
1412973996
ISBN-13:
9781412973991
Pub. Date:
10/28/2011
Publisher:
SAGE Publications
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Overview

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

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: 212,205
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