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Negotiation Closing Deals, Settling Disputes, and Making Team Decisions by David S. Hames
  

Negotiation Closing Deals, Settling Disputes, and Making Team Decisions

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Synopsis

Negotiation Closing Deals, Settling Disputes, and Making Team Decisions by David S. Hames

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.

Reviews

Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges -- Dr. Cephas Lerewonu clear, well organized coverage of negotiation process and related issues -- Barry Nocks A great overview of what it takes to excel as a negotiator. -- Nicholas J. Chabra


About the Author

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 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).

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Book Info

Publication date

21st September 2011

Author

David S. Hames

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Publisher

SAGE Publications Inc

Format

Paperback
520 pages

Categories

Business negotiation

ISBN

9781412973991

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