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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Main Author: | |
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Format: | Book |
Language: | English |
Published: |
Thousand Oaks, Calif. :
SAGE Publications,
©2012
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Subjects: | |
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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 |
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Physical Description: | xxi, 497 pages : illustrations ; 23 cm |
Bibliography: | Includes bibliographical references and index |
ISBN: | 9781412973991 1412973996 |