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



© 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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FOR SOUTH ASIA ONLY!

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ISBN: 9788132108955
₹795.00