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

Author: David S Hames; SAGE.
Publisher: Thousand Oaks : SAGE, cop. 2012.
Edition/Format:   Print book : EnglishView all editions and formats

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; SAGE.
ISBN: 9781412973991 1412973996
OCLC Number: 948861207
Description: XXI, 497 s. : il. ; 23 cm
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?
Responsibility: David S. Hames.


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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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