Negotiation

Closing Deals, Settling Disputes, and Making Team Decisions

Häftad, Engelska, 2011

3 739 kr

Slutsåld

Cultivate negotiation skills with the latest theory and research, plus opportunities for practice!

"A great overview of what it takes to excel as a negotiator."— Nicholas J. Chabra, Pfeiffer University

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.

Produktinformation

Utgivningsdatum2011-12-13
Mått187 x 231 x undefined mm
Vikt760 g
FormatHäftad
SpråkEngelska
Antal sidor520
Upplaga1
FörlagSAGE Publications
ISBN9781412973991

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David S. Hames earned his Ph.D. in Organizational Behavior at the Kenan-Flagler School of Business, University of North Carolina at Chapel Hill. He teaches courses in Negotiation and Alternative Dispute Resolution, Human Resource Management and Labor-Management Relations. His research has been published in journals such as Group and Organization Management, Human Resource Management Review, Leadership and Organization Development Journal, Employee Responsibilities & Rights Journal, and Labor Law Journal. He is a member of the editorial board of the Decision Sciences Journal of Innovative Education. He has served as a labor arbitrator and as a mediator of employment disputes. Before becoming an academic, Dr. Hames served as the Human Resources Director at the Clinton Memorial Hospital, and as a professional recruiter in the Human Resources Department at Standard Oil of Indiana (now BP Amoco).

Part 1: The FundamentalsThe Nature of Negotiation: What it is and Why it MattersPreparation: Building the Foundation for NegotiatingDistributive Bargaining: A Strategy for Claiming ValueIntegrative Bargaining: A Strategy for Creating ValueClosing Deals: Persuading the Other Party to Say YesPart 2: Special ChallengesCommunication : The Heart of All NegotiationsDecision Making: Are We Truly Rational Beings?Power & influence: Changing others’ attitudes and behaviorsEthics: Right and Wrong Do Exist when you NegotiateMultiparty Negotiations: Managing the Additional ComplexityIndividual DifferencesInternational NegotiationsDifficult NegotiationsThird-Party Intervention: Recourse When Negotiations Sputter or Fail?