Negotiation: Closing Deals, Settling Disputes, And Making Team Decisions
ISBN : 9781412973991
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Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
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.
Specification of Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
|Author||David S. Hames|
|Publisher||SAGE Publications, Inc|
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