Code: 04787399

Negotiation

Name: Negotiation
Brand: SAGE Publications Inc
SKU: 04787399
Price: 111.89 EUR
Availability: InStock
Author: David S. Hames
ISBN: 9781412973991

by David S. Hames

Language: English
Binding: Paperback
Number of pages: 520
Publisher: SAGE Publications Inc, 2011
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111.89 €

RRP: 124.39 €

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Book synopsis

David 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.