000			01819nam a22001697a 4500
020			_a978-8132108955
082			_a302.3 HAM
100			_aHames, David S
245			_aNegotiation : closing deals, settling disputes and making team decisions
260			_aNew Delhi _bSage _c2012
300			_axxi,497p. _b24cm, Pbk
500			_aVelan/187/06/11/14 Rs525./-
505			_aThe 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			_aThis 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			_aOffice Administration
942			_cBK
999			_c102308 _d102308