Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
March 27, 2013
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.
Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions, by David S. Hames. Thousand Oaks : SAGE Publications, 2012. 426 p. ISBN 9781412973991
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