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Home > Business and Management > Business negotiation > Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions

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


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About the Book

- Devotes an entire chapter to closing deals, a topic which is often overlooked or given short shrift in other texts.



Table of 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?

About the Author :
David S. Hames earned his Ph.D. in Organizational Behavior at the Kenan-Flagler School of Business, University of North Carolina at Chapel Hill. He teaches courses in Negotiation and Alternative Dispute Resolution, Human Resource Management and Labor-Management Relations. His research has been published in journals such as Group and Organization Management, Human Resource Management Review, Leadership and Organization Development Journal, Employee Responsibilities & Rights Journal, and Labor Law Journal. He is a member of the editorial board of the Decision Sciences Journal of Innovative Education. He has served as a labor arbitrator and as a mediator of employment disputes. Before becoming an academic, Dr. Hames served as the Human Resources Director at the Clinton Memorial Hospital, and as a professional recruiter in the Human Resources Department at Standard Oil of Indiana (now BP Amoco).

Review :
A great overview of what it takes to excel as a negotiator. clear, well organized coverage of negotiation process and related issues Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges This is a very good book for anybody wanting to learn negotiation. I would have rated it more if more time was spent preparing good practical examples (e.g. should be some role plays, video records, scripts etc) to help develop skills through simulations. interesting case examples This is an informative book on negotiation which forms part of the strategic Change management I teach but its structure is different from structure of my course. I found the book to be a valuable read and to be more than competitively priced. Insufficient information directly related to decision making - did recommend for consideration to colleague who will be teaching "conflict management" next fall" This is well structured, clearly written book. It contains valuable insights to develop skills in negotiation and to understand the topic at postgraduate level. This one was a longshot for a second book in my strategic management class but I did not choose it. a great help to understanding the essential nature of negotiating skills. in all walks of life Excellent breakdown and case examples of subject that often typically has more "sales-only" aspects examined. Text provides far more reaching topics and related subject matter that will, in turn, provide more benefits for professors and students alike. Loved the completeness and comprehensiveness. Case studies, readings, all included in a single textbook. A good comprehensive study aid to help make vital decisions in a professional manner. I have recommended this to my students to encourage professionalism within the engineering community. Negotiation and closing deals in business is important for a company to survive. Whether my students work for a company or end up with their own business, this is part of the hidden curicculum that they need to know. A one stop book for professionals and students on the art of negotiation. Well laid out for student understanding. Content aligns well with teaching of course. This book is a little complex for my needs. It is very wide ranging in scope with significant detail. It provides frequent examples and materials for further study. Specific learning points are provided clearly and effectively - overall however, it provides much detail than my students would need for this programme where an introductory or practical guide would be more suited. Some interesting questionnaires are included. Target audience analysis of my current and prospective students yielded the conclusion that the negotiation aspects included in this text did not fit the scope of the projected course. The text would be more than satisfactory for a business strategy or management strategy class but not for the scope of MNGT 5670. Book is well written and comes with an excellent companion website for students.


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Product Details
  • ISBN-13: 9781412973991
  • Publisher: SAGE Publications Inc
  • Publisher Imprint: SAGE Publications Inc
  • Height: 231 mm
  • No of Pages: 520
  • Sub Title: Closing Deals, Settling Disputes, and Making Team Decisions
  • Width: 187 mm
  • ISBN-10: 1412973996
  • Publisher Date: 13 Dec 2011
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Weight: 760 gr


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