| Title: | Negotiation : Closing deals, settling disputes, and making team decisions |
| Authors: | David S. Hames, Author |
| Material Type: | book |
| Publisher: | [S.l.] : Sage Publications, 2012 |
| ISBN / ISSN / EAN : | 978-1-4129-7399-1 |
| Format: | xxi, 497 p. / col. ill. / 23 cm |
| Bibliography note: | Include bibliographical references and index |
| Languages: | English |
| Class number: | HD58.6 |
| Subjects: | Communication ; Decision making ; Negotiation in business |
| Description: |
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. |
| Format : | In print |
| Permalink: | https://isulibrary.isunet.edu/index.php?lvl=notice_display&id=11328 |
Holdings (1)
| Barcode | Call number | Section | Status | Donated by | Digital bookplate |
|---|---|---|---|---|---|
| 013865 | HD58.6.H35 2012 | Main collection | Available |
