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: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Thousand Oaks, Calif. :
SAGE Publications,
©2012
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| Subjects: | |
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| LEADER | 00000cam a22000004a 4500 | ||
|---|---|---|---|
| 001 | 742234640 | ||
| 003 | OCoLC | ||
| 005 | 20211029043241.0 | ||
| 008 | 110721s2012 caua b 001 0 eng | ||
| 010 | |a 2011031162 | ||
| 020 | |a 9781412973991 | ||
| 020 | |a 1412973996 | ||
| 040 | |a DLC |b eng |c DLC |d YDX |d YDXCP |d BWX |d CDX |d IG# |d DEBBG |d UKMGB |d KMS |d PHADU |d TULIB |d OCLCF |d OCLCQ |d S3O |d OCLCQ |d N9V |d CNUTO |d NLGGC |d OCLCO |d MMV |d OCLCO |d VGM |d OCLCO |d OCLCQ |d RCE |d OL$ |d OCLCO |d L2U |d OCLCQ |d CNCLB |d CDN |d OCLCO |d NLE |d OCLCQ | ||
| 042 | |a pcc | ||
| 049 | |a VLAM | ||
| 050 | 0 | 0 | |a BF637.N4 |b .H35 2012 |
| 100 | 1 | |a Hames, David |q (David S.) | |
| 245 | 1 | 0 | |a Negotiation : |b closing deals, settling disputes, and making team decisions / |c David S. Hames |
| 260 | |a Thousand Oaks, Calif. : |b SAGE Publications, |c ©2012 | ||
| 300 | |a xxi, 497 pages : |b illustrations ; |c 23 cm | ||
| 504 | |a Includes bibliographical references and index | ||
| 505 | 0 | |a The nature of negotiation : what it is and why it matters -- Preparation : building the foundation for negotiating -- Distributive bargaining : a strategy for claiming value -- Integrative negotiation : a strategy for creating value -- Closing deals : persuading the other party to say yes -- Communication : the heart of all negotiations -- Decision making : are we truly rational? -- Power and influence : changing others' attitudes and behaviors -- Ethics : right and wrong do exist when you negotiate -- Multiparty negotiations : managing the additional complexity -- Individual negotiations : managing culture and other complexities -- Difficult negotiations : managing others who play dirty and saying no to those who play nice -- Third-party intervention : recourse when negotiations sputter or fail? | |
| 520 | |a "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 | ||
| 650 | 0 | |a Negotiation | |
| 650 | 0 | |a Persuasion (Psychology) | |
| 650 | 0 | |a Communication | |
| 650 | 0 | |a Decision making | |
| 650 | 0 | |a Ethics | |
| 907 | |a .b2475893 | ||
| 998 | |a lower | ||
| 999 | |c 131411 | ||
| 852 | |a Law Library |b Lower Level |h BF637.N4 .H35 2012 |p 33940004613723 | ||