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

by David S. Hames

• ISBN13: 9781412973991
• ISBN10: 1412973996
• Edition: 1st
• Format: Paperback
• Copyright: 2011-09-21
• Publisher: SAGE Publications, Inc
• More Book Details

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 othersâÇÖ 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.