Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
- ISBN-10
- 1412973996
- ISBN-13
- 9781412973991
- Series
- Negotiation
- Category
- Business & Economics
- Pages
- 497
- Language
- English
- Published
- 2011-09-21
- Publisher
- SAGE
- Author
- David S. Hames
Description
This book 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.
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Other editions
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- 2023-10-10
- 463 pages
- Paperback
- SAGE Publications
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