9781412973991

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

by
  • ISBN13:

    9781412973991

  • ISBN10:

    1412973996

  • Format: Paperback
  • Copyright: 2011-09-21
  • Publisher: SAGE Publications, Inc
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Supplemental Materials

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
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Summary

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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