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Book synopsis

David 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.

Book details

Book category Books in English Economics, finance, business & management Business & management Business negotiation

• Full title: Negotiation
• Subtitle: Closing Deals, Settling Disputes, and Making Team Decisions
• Author: David S. Hames
• Language: English
• Binding: Paperback
• Number of pages: 520
• EAN: 9781412973991
• ISBN: 1412973996
• ID: 04787399
• Publisher: SAGE Publications Inc
• Weight: 770 g
• Dimensions: 229 × 189 × 19 mm
• Date of publishing: 13. December 2011

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