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

First Edition


February 2012 | 520 pages | SAGE South Asia
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 www.sagepub.com/hames 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 
 
Preface
 
I: 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
 
II: 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?
 
Appendix
 
Glossary
 
Index

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David S. Hames

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... More About Author

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ISBN: 9788132108955
₹795.00