Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions

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9788132108955: Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
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Cultivate negotiation skills with the latest theory and research, plus opportunities for practice! Negotiation 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.Key Features- Includes Negotiation in Action vignettes in each chapter, bringing the content to life through vivid illustrations of the negotiation process Provides two readings per chapter, with critical-thinking questions to help students relate the content to their own experiences Includes five full-lengh cases, demonstrating important interrelationships among the various components of the negotiation process and how they are applied in practice Provides self-assessment questionnaires, enabling readers to analyze and understand their negotiation abilities Offers broad-ranging and international perspectives, integrating real-world insight from managers in industry and government and from countries throughout the world. The website provides password-protected instructor resources, a test bank, PowerPoint slides, role-playing exercises, and course syllabi. Open-access student resources on the site include web quizzes, full-text SAGE journal articles, flashcards, and video links

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About the Author:

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).

Review:

A great overview of what it takes to excel as a negotiator. (Nicholas J. Chabra 2011-08-19)

clear, well organized coverage of negotiation process and related issues (Barry Nocks 2011-11-24)

Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges (Dr. Cephas Lerewonu 2011-11-23)

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Book Description Sage Publications, 2012. Softcover. Condition: New. Cultivate negotiation skills with the latest theory and research, plus opportunities for practice! Negotiation 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. Key Features - Includes Negotiation in Action vignettes in each chapter, bringing the content to life through vivid illustrations of the negotiation process - Provides two readings per chapter, with critical-thinking questions to help students relate the content to their own experiences - Includes five full-lengh cases, demonstrating important interrelationships among the various components of the negotiation process and how they are applied in practice - Provides self-assessment questionnaires, enabling readers to analyze and understand their negotiation abilities - Offers broad-ranging and international perspectives, integrating real-world insight from managers in industry and government and from countries throughout the world Printed Pages: 520. Seller Inventory # 89317

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Book Description Sage Publications, 2012. Softcover. Condition: New. Cultivate negotiation skills with the latest theory and research, plus opportunities for practice! Negotiation 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. Key Features - Includes Negotiation in Action vignettes in each chapter, bringing the content to life through vivid illustrations of the negotiation process - Provides two readings per chapter, with critical-thinking questions to help students relate the content to their own experiences - Includes five full-lengh cases, demonstrating important interrelationships among the various components of the negotiation process and how they are applied in practice - Provides self-assessment questionnaires, enabling readers to analyze and understand their negotiation abilities - Offers broad-ranging and international perspectives, integrating real-world insight from managers in industry and government and from countries throughout the world Printed Pages: 520. Seller Inventory # 89317

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