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Negotiation Closing Deals, Settling Disputes, and Making Team Decisions

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ISBN-10: 1412973996

ISBN-13: 9781412973991

Edition: 2012

Authors: David S. Hames

List price: $118.00
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Description:

Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions provides students of negotiation the fundamental theories, strategies, tactics, and process of negotiation in a comprehensive yet highly applicable style. The book combines in a single volume foundational text material, pertinent readings, comprehensive cases, role-playing exercises and questionnaires so that students enhance their intellectual understanding of the negotiation process while practicing and honing their skill and ability to negotiate in real-world scenarios.
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Book details

List price: $118.00
Copyright year: 2012
Publisher: SAGE Publications, Incorporated
Publication date: 9/21/2011
Binding: Paperback
Pages: 520
Size: 7.50" wide x 9.00" long x 1.00" tall
Weight: 1.958
Language: English

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…    

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
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?