Negotiation : closing deals, settling disputes and making team decisions

By:

Hames, David S

Material type: Text

TextPublication details: New Delhi Sage 2012Description: xxi,497p. 24cm, PbkISBN:

978-8132108955

Subject(s):

Office Administration

DDC classification:

302.3 HAM

Contents:

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?

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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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Books	H.T. Parekh Library	GSB Collection	302.3 HAM (Browse shelf(Opens below))	In transit from H.T. Parekh Library to H.T. Parekh Library since 02/01/2024		B1826

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.

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