Closing Deals, Settling Disputes, and Making Team Decisions
Human Resource Development | Industrial Relations | Organizational Behavior
David S Hames' text combines in a single volume text material, pertinent readings, compehensive cases, role-playing exercises, and questionnaires so that students examine the theory and the practice of negotiation from a varied set of learning tools.
The text also:
- Uses a behaviour modelling framework for learning how to negotiate, to enhance students' intellectual understanding of the negotiating process and their actual ability to negotiate in various settings and scenarios
- Emphasizes the science of negotiation
- Covers current issues of diversity, flattening of organizations, making decisions in teams, and negotiating in an online environment
- Devotes an entire chapter to closing deals, a topic which is often overlooked or given short shrift in other texts.
The website provides password-protected instructor resources, a test bank, PowerPoint slides, role-playing exercises, and course syllabi. Student Study Site: Open-access student resources on the site include web quizzes, full-text SAGE journal articles, flashcards, and video links.
Open-access student resources on the site include web quizzes, full-text SAGE journal articles, flashcards, and video links.
A great overview of what it takes to excel as a negotiator.
clear, well organized coverage of negotiation process and related issues
Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges
Detailed and useful strategies given that are able to be applied to conflict management programmes we deliver
Well laid out for student understanding. Content aligns well with teaching of course.
Loved the completeness and comprehensiveness. Case studies, readings, all included in a single textbook.
A one stop book for professionals and students on the art of negotiation.
This book is a little complex for my needs. It is very wide ranging in scope with significant detail. It provides frequent examples and materials for further study. Specific learning points are provided clearly and effectively - overall however, it provides much detail than my students would need for this programme where an introductory or practical guide would be more suited. Some interesting questionnaires are included.
This is well structured, clearly written book. It contains valuable insights to develop skills in negotiation and to understand the topic at postgraduate level.
This is a very good book for anybody wanting to learn negotiation. I would have rated it more if more time was spent preparing good practical examples (e.g. should be some role plays, video records, scripts etc) to help develop skills through simulations.