Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions
Hames, David S.
ISBN 10: 1412973996 ISBN 13: 9781412973991
Published by SAGE Publications, Inc, 2011
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About this Item
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Synopsis:
Cultivate negotiation skills with the latest theory and research, plus opportunities for practice!
"A great overview of what it takes to excel as a negotiator."― Nicholas J. Chabra, Pfeiffer University
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.
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).
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Bibliographic Details
Title: Negotiation: Closing Deals, Settling ...
Publisher: SAGE Publications, Inc
Publication Date: 2011
Binding: Paperback
Condition: Good