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Negotiation : Closing deals, settling disputes, and making team decisions

Author: David S Hames
Publisher: Thousand Oaks, Calif. : SAGE Publications, 2012
Edition/Format:   Print book : EnglishView all editions and formats
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Combines in a single volume pertinent readings, compehensive cases, role-playing exercises, and questionnaires so that students examine the theory and the practice of negotiation from a varied set of  Read more...

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Document Type: Book
All Authors / Contributors: David S Hames
ISBN: 9781412973991 1412973996
OCLC Number: 795355851
Notes: 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?
Description: 497 s.
Contents: Part 1: The FundamentalsThe Nature of Negotiation: What it is and Why it MattersPreparation: Building the Foundation for NegotiatingDistributive Bargaining: A Strategy for Claiming ValueIntegrative Bargaining: A Strategy for Creating ValueClosing Deals: Persuading the Other Party to Say YesPart 2: Special ChallengesCommunication : The Heart of All NegotiationsDecision Making: Are We Truly Rational Beings?Power & influence: Changing others' attitudes and behaviorsEthics: Right and Wrong Do Exist when you NegotiateMultiparty Negotiations: Managing the Additional ComplexityIndividual DifferencesInternational NegotiationsDifficult NegotiationsThird-Party Intervention: Recourse When Negotiations Sputter or Fail?

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Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges -- Dr. Cephas Lerewonu clear, well organized coverage Read more...

 
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