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

by David S. Hames

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:	09/21/2011
Pages:	497
Product dimensions:	7.40(w) x 9.00(h) x 0.80(d)

About the Author

David S. Hames earned his Ph.D. in Organizational Behavior at the Kenan-Flagler School of Business, University of North Carolina at Chapel Hill. He teaches courses in Negotiation and Alternative Dispute Resolution, Human Resource Management and Labor-Management Relations. His research has been published in journals such as Group and Organization Management, Human Resource Management Review, Leadership and Organization Development Journal, Employee Responsibilities & Rights Journal, and Labor Law Journal. He is a member of the editorial board of the Decision Sciences Journal of Innovative Education. He has served as a labor arbitrator and as a mediator of employment disputes. Before becoming an academic, Dr. Hames served as the Human Resources Director at the Clinton Memorial Hospital, and as a professional recruiter in the Human Resources Department at Standard Oil of Indiana (now BP Amoco).

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?

Editorial Reviews

A great overview of what it takes to excel as a negotiator.

Nicholas J. Chabra

clear, well organized coverage of negotiation process and related issues

Barry Nocks

Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges

Dr. Cephas Lerewonu

Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges

Doctor - Cephas Lerewonu