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Daniel H. Wilson: IMG The Powell’s Playlist: Daniel H. Wilson

Like many writers, I'm constantly haunting coffee shops with a laptop out and my headphones on. I listen to a lot of music while I write, and songs... Continue »
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    Daniel H. Wilson 9780385537094

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Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions (12 Edition)


Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions (12 Edition) Cover


Synopses & Reviews

Publisher Comments:

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.

Book News Annotation:

This accessible, two-color textbook offers a conversational writing style and informal language, drawing on academic work in fields such as communication and psychology to shed light on the theory, research, and practice of negotiation. Examples are drawn from business, healthcare, government, and the non-profit sector. Part 1, on fundamentals, contains chapters on the nature of negotiation, distributive bargaining, integrative negotiation, and closing deals. The bulk of the book is found in part 2, which deals with special challenges in areas such as communication, decision making, ethics, multiparty negotiations, and international negotiations. Each chapter includes two readings with critical thinking questions; the book as a whole contains five complete case studies, plus role-playing exercises, a self-assessment instrument, and a 10-page glossary. A website for teachers offers a test bank and lecture slides. The student website provides journal articles and video cases. Hames is affiliated with the University of Nevada-Las Vegas. Annotation ©2011 Book News, Inc., Portland, OR (

Product Details

Hames, David
Sage Publications (CA)
Intercultural Communications-General
Publication Date:

Related Subjects

Business » Communication
Business » General
Business » Management
Business » Negotiation
Business » Personal Skills
Business » Writing
History and Social Science » Intercultural Communications » General

Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions (12 Edition) New Trade Paper
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Product details pages Sage Publications (CA) - English 9781412973991 Reviews:
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