Negotiation : Closing deals,settling disputes,and making team decisions / David S. Hames.

By:

Hames, David S

Material type: Text

TextLanguage: English Publication details: New Delhi : SAGE Publications India Pvt. Ltd., 2012.Description: xxi, 497 pages : illustrations ; 23 cmISBN:

9788132108955

Subject(s):

DDC classification:

302.3 HAM

Contents:

PART-I : 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 negotiation : a strategy for creating value -- Closing deals : persuading the other party to say yes -- PART-II : Special Challenges Communication : the heart of all negotiations -- Decision making : are we truly rational? -- Power and influence : changing others' attitudes and behaviors -- Ethics : right and wrong do exist when you negotiate -- Multiparty negotiations : managing the additional complexity -- Individual negotiations : managing culture and other complexities -- Difficult negotiations : managing others who play dirty and saying no to those who play nice -- Third-party intervention : recourse when negotiations sputter or fail?

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Holdings
Item type	Current library	Call number	Status	Date due	Barcode
Books	Institute of Public Enterprise, Library S Campus	302.3 HAM (Browse shelf(Opens below))	Available		44428

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Index.477-497p. p.

PART-I : 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 negotiation : a strategy for creating value --
Closing deals : persuading the other party to say yes --
PART-II : Special Challenges
Communication : the heart of all negotiations --
Decision making : are we truly rational? --
Power and influence : changing others' attitudes and behaviors --
Ethics : right and wrong do exist when you negotiate --
Multiparty negotiations : managing the additional complexity --
Individual negotiations : managing culture and other complexities --
Difficult negotiations : managing others who play dirty and saying no to those who play nice --
Third-party intervention : recourse when negotiations sputter or fail?

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Negotiation : Closing deals,settling disputes,and making team decisions / David S. Hames.

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