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

Material type: TextTextPublication details: Los angeles: SAGE Publications, Inc, 2012Edition: 1st.edDescription: 496ISBN: 9781412973991DDC classification: 302.3
Contents:
Part 1: The Fundamentals The Nature of Negotiation: What it is and Why it Matters Preparation: Building the Foundation for Negotiating Distributive Bargaining: A Strategy for Claiming Value Integrative Bargaining: A Strategy for Creating Value Closing Deals: Persuading the Other Party to Say Yes Part 2: Special Challenges Communication : The Heart of All Negotiations Decision Making: Are We Truly Rational Beings?Power & influence: Changing others' attitudes and behaviors Ethics: Right and Wrong Do Exist when you Negotiate Multiparty Negotiations: Managing the Additional Complexity Individual Differences International Negotiations Difficult Negotiations Third-Party Intervention: Recourse When Negotiations Sputter or Fail?
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
General Books General Books Central Library, Sikkim University
General Book Section 		302.3 HAM/N (Browse shelf(Opens below)) Available P31720
Total holds: 0

Part 1: The Fundamentals The Nature of Negotiation: What it is and Why it Matters Preparation: Building the Foundation for Negotiating Distributive Bargaining: A Strategy for Claiming Value Integrative Bargaining: A Strategy for Creating Value Closing Deals: Persuading the Other Party to Say Yes Part 2: Special Challenges Communication : The Heart of All Negotiations Decision Making: Are We Truly Rational Beings?Power & influence: Changing others' attitudes and behaviors Ethics: Right and Wrong Do Exist when you Negotiate Multiparty Negotiations: Managing the Additional Complexity Individual Differences International Negotiations Difficult Negotiations Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

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