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

by David S. Hames

Author : David S. Hames

Pages : 520

Publisher : Sage Publications, Inc

Brand :

ISBN : 1412973996

Publication Date : 2011-9-21

Synopsis: This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes..

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