Negotiation : Closing Deals, Settling Disputes, and Making Team Decisions Paperback
David S Hames' text combines in a single volume text material, 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 learning tools. The text also: - Uses a behaviour modelling framework for learning how to negotiate, to enhance students' intellectual understanding of the negotiating process and their actual ability to negotiate in various settings and scenarios- Emphasizes the science of negotiation - Covers current issues of diversity, flattening of organizations, making decisions in teams, and negotiating in an online environment - Devotes an entire chapter to closing deals, a topic which is often overlooked or given short shrift in other texts.
- Format: Paperback
- Pages: 520 pages
- Publisher: SAGE Publications Inc
- Publication Date: 20/11/2011
- Category: Business negotiation
- ISBN: 9781412973991