Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
(Sprache: Englisch)
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...
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Klappentext zu „Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions “
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.
Inhaltsverzeichnis zu „Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions “
Part 1: The FundamentalsThe Nature of Negotiation: What it is and Why it MattersPreparation: Building the Foundation for NegotiatingDistributive Bargaining: A Strategy for Claiming ValueIntegrative Bargaining: A Strategy for Creating ValueClosing Deals: Persuading the Other Party to Say YesPart 2: Special ChallengesCommunication : The Heart of All NegotiationsDecision Making: Are We Truly Rational Beings?Power & influence: Changing others' attitudes and behaviorsEthics: Right and Wrong Do Exist when you NegotiateMultiparty Negotiations: Managing the Additional ComplexityIndividual DifferencesInternational NegotiationsDifficult NegotiationsThird-Party Intervention: Recourse When Negotiations Sputter or Fail?
Autoren-Porträt von David Hames
<ins cite="mailto:lshaw" datetime="2008-09-25T11:36">David S. Hames</ins> 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 and as a mediator of employment disputes. Before becoming an academic, Dr. Hames served as the Human Resources Director at the Clinton Memorial Hospital, and as a professional recruiter in the Human Resources Department at Standard Oil of Indiana (now BP Amoco).
Bibliographische Angaben
- Autor: David Hames
- 2011, 520 Seiten, Maße: 18,5 x 22,6 cm, Kartoniert (TB), Englisch
- Verlag: SAGE PUBN
- ISBN-10: 1412973996
- ISBN-13: 9781412973991
Sprache:
Englisch
Rezension zu „Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions “
Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges
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