Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
Author | : David S. Hames |
Publisher | : SAGE |
Total Pages | : 521 |
Release | : 2011-09-21 |
ISBN-10 | : 9781412973991 |
ISBN-13 | : 1412973996 |
Rating | : 4/5 (996 Downloads) |
Download or read book Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions written by David S. Hames and published by SAGE. This book was released on 2011-09-21 with total page 521 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.