Negotiation : Closing deals,settling disputes,and making team decisions / David S. Hames.
Material type: TextLanguage: English Publication details: New Delhi : SAGE Publications India Pvt. Ltd., 2012.Description: xxi, 497 pages : illustrations ; 23 cmISBN:- 9788132108955
- 302.3 HAM
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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