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NEGOTIATION CLOSING DEALS, SETTLING DISPUTES, AND MAKING TEAM DECISIONS

By: Publication details: SAGE PUBLICATIONS INDIA PVT. LTD., 2012 NEW DELHIDescription: XXI, 496 PAPERISBN:
  • 978-81-321-0895-5
Subject(s): DDC classification:
  • 658.4092
Contents:
Preface 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 Bargaining: A Strategy for Creating Value Closing Deals: Persuading the Other Party to Say Yes II: SPECIAL CHALLENGES Communication: The Heart of All Negotiations Decision Making: Are We Truly Rational? Power & Influence: Changing Others’ Attitudes and Behaviors Ethics: Right and Wrong Do Exist When You Negotiate Multiparty Negotiations: Managing the Additional Complexity Individual Differences : How our Unique qualities Affect Negotiations International 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? Appendix Glossary Index
Summary: Cultivate negotiation skills with the latest theory and research, plus opportunities for practice! Negotiation 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. Key Features - Includes Negotiation in Action vignettes in each chapter, bringing the content to life through vivid illustrations of the negotiation process - Provides two readings per chapter, with critical-thinking questions to help students relate the content to their own experiences - Includes five full-lengh cases, demonstrating important interrelationships among the various components of the negotiation process and how they are applied in practice - Provides self-assessment questionnaires, enabling readers to analyze and understand their negotiation abilities - Offers broad-ranging and international perspectives, integrating real-world insight from managers in industry and government and from countries throughout the world
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Holdings
Item type Current library Call number Status Date due Barcode Item holds
Book Book Main Library 658.4092/ HAM/ 18946 (Browse shelf(Opens below)) Available 11118946
Total holds: 0

Preface
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 Bargaining: A Strategy for Creating Value
Closing Deals: Persuading the Other Party to Say Yes
II: SPECIAL CHALLENGES
Communication: The Heart of All Negotiations
Decision Making: Are We Truly Rational?
Power & Influence: Changing Others’ Attitudes and Behaviors
Ethics: Right and Wrong Do Exist When You Negotiate
Multiparty Negotiations: Managing the Additional Complexity
Individual Differences : How our Unique qualities Affect Negotiations
International 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?
Appendix
Glossary
Index

Cultivate negotiation skills with the latest theory and research, plus opportunities for practice!

Negotiation 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.

Key Features

- Includes Negotiation in Action vignettes in each chapter, bringing the content to life through vivid illustrations of the negotiation process
- Provides two readings per chapter, with critical-thinking questions to help students relate the content to their own experiences
- Includes five full-lengh cases, demonstrating important interrelationships among the various components of the negotiation process and how they are applied in practice
- Provides self-assessment questionnaires, enabling readers to analyze and understand their negotiation abilities
- Offers broad-ranging and international perspectives, integrating real-world insight from managers in industry and government and from countries throughout the world

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