Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions

Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions

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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.The text also: - Uses a behaviour modelling framework for learning how to negotiate, to enhance studentsa#39; intellectual understanding of the negotiating process and their actual ability to negotiate in various settings and scenarios - ...


Title:Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
Author:David S. Hames
Publisher:SAGE - 2011-09-21
ISBN-13:

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