Negotiation Closing Deals, Settling Disputes, and Making Team Decisions

by David S. Hames

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

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.

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

Book Information

ISBN: 9781412973991
Publication date: 20th November 2011
Author: David S. Hames
Publisher: SAGE Publications Inc
Format: Paperback
Pagination: 520 pages
Categories: Business negotiation,

About 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 and as a mediator of employment disputes. Before becoming ...

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