Negotiation/ Closing Deals, Settling Disputes, and Making Team Decisions Hames,David S.
Material type: TextPublication details: Los angeles: SAGE Publications, Inc, 2012Edition: 1st.edDescription: 496ISBN: 9781412973991DDC classification: 302.3Item type | Current library | Call number | Status | Date due | Barcode | Item holds |
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General Books | Central Library, Sikkim University General Book Section | 302.3 HAM/N (Browse shelf(Opens below)) | Available | P31720 |
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302.28546778 NOR/D Digital divide: civic engagement, information poverty, and the Internet worldwide/ | 302.3 BRU/G The Group Effect/ | 302.3 FEL/E Effective negotiation/ | 302.3 HAM/N Negotiation/ | 302.3 JAK/I Intergroup communication: multiple perspectives/ | 302.3 KEY/E Enterprise 2.0/ | 302.3 LEW/A Ancient tyranny/ |
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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