Negotiation : closing deals, settling disputes and making team decisions
Hames, David S
Negotiation : closing deals, settling disputes and making team decisions - New Delhi Sage 2012 - xxi,497p. 24cm, Pbk
Velan/187/06/11/14 Rs525./-
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?
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.
978-8132108955
Office Administration
302.3 HAM
Negotiation : closing deals, settling disputes and making team decisions - New Delhi Sage 2012 - xxi,497p. 24cm, Pbk
Velan/187/06/11/14 Rs525./-
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?
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.
978-8132108955
Office Administration
302.3 HAM