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ABOUT THE BOOK:-
David S Hames` text combines in a single volume text material, pertinent readings, compehensive cases, role-playing exercises, and questionnaires so that students examine the theory and the practice of negotiation from a varied set of learning tools.
The text also:
- Uses a behaviour modelling framework for learning how to negotiate, to enhance students` intellectual understanding of the negotiating process and their actual ability to negotiate in various settings and scenarios
- Emphasizes the science of negotiation
- Covers current issues of diversity, flattening of organizations, making decisions in teams, and negotiating in an online environment
- Devotes an entire chapter to closing deals, a topic which is often overlooked or given short shrift in other texts.ISBN - 9781412973991
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