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

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  • Format: Paperback
  • Copyright: 9/21/2011
  • Publisher: SAGE Publications, Inc

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Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions provides students of negotiation the fundamental theories, strategies, tactics, and process of negotiation in a comprehensive yet highly applicable style. The book combines in a single volume foundational text material, pertinent readings, comprehensive cases, role-playing exercises and questionnaires so that students enhance their intellectual understanding of the negotiation process while practicing and honing their skill and ability to negotiate in real-world scenarios.

Table of Contents

The Fundamentals
The Nature of Negotiation: What it is and Why it Matters
Preparation: Building the Foundation for Negotiating
Distributive Bargaining: a Strategy for Claiming Value
Integrative Bargaining: a Strategy for Creating Value
Closing Deals: Persuading the Other Party to Say Yes
Special Challenges
Communication : The Heart of All Negotiations
Decision Making: Are We Truly Rational Beings?
Power & influence: Changing others‚«÷ attitudes and behaviors
Ethics: Right and Wrong Do Exist when you Negotiate
Multiparty Negotiations: Managing the Additional Complexity
Individual Differences
International Negotiations
Difficult Negotiations
Third-Party Intervention: Recourse When Negotiations Sputter or Fail?
Table of Contents provided by Publisher. All Rights Reserved.

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