|Title:||Negotiation : Closing deals, settling disputes, and making team decisions|
|Authors:||David S. Hames, Author|
|Publisher:||[S.l.] : Sage Publications, 2012|
|ISBN / ISSN / EAN :||978-1-4129-7399-1|
|Size:||xxi, 497 p. / col. ill. / 23 cm|
|Bibliography note:||Include bibliographical references and index|
|Subjects:||Communication ; Decision making ; Negotiation in business|
David S Hames' text combines in a single volume text material, pertinent readings, comprehensive 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.
Copies in the Library (1)
|Barcode||Call number||Media type||Location||Section||Status||Donated by||Digital Bookplate|
|013865||HD58.6.H35 2012||Book||ISU Library||Main collection||Available|