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

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

  • $176.06
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  • Binding: Paperback
  • Author: David S. Hames
  • Publish Date: 2011-09-21


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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.

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