Negotiation : closing deals, settling disputes, and making team decisions /: closing deals, settling disputes, and making team decisions. (2011)

• Record Type: Book
• Further Information: Note: David S. Hames.
• Other Names: Hames, David (David S.)
• 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?
• Publisher Details: Thousand Oaks : SAGE Publications, Inc
• Publication Date: 2011
• Extent: 1 online resource (520 pages)
• Subjects: 302.3; Negotiation; Persuasion (Psychology); Communication; Decision making; Ethics
• Languages: English
• ISBNs: 9781483332727; 1483332721
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.