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

"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 demons...

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Bibliographic Details
Main Author: Hames, David (David S.)
Format: Book
Language:English
Published: Thousand Oaks, Calif. : SAGE Publications, ©2012
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Summary:"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."--Publisher's website
Physical Description:xxi, 497 pages : illustrations ; 23 cm
Bibliography:Includes bibliographical references and index
ISBN:9781412973991
1412973996