NEGOTIATION

By:

HAMES DAVID S

Material type: Text

TextLanguage: English Publication details: SAGE PUB NEW DELHI 2012Description: 497ISBN:

9788132108955

Subject(s):

MANAGEMENT GENERAL -(F-56)

DDC classification:

302.3 HAM

Summary: 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, Contents:- 1. The Nature of Negotiation: What It Is and why it matters,2. Preparation: Building the Foundation for Negotiating,3. Distributive Bargaining: A Strategy for Claiming Value, 4. Integrative Negotiation: A Strategy for Creating Value,5. Closing Deals: Persuading the other Party to say yes, 6. Communication: The Heart of All Negotiations, 7. Decision Making: Are We Truly Rational?

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Holdings
Item type	Current library	Call number	Status	Date due	Barcode
Books	Symbiosis Institute of International Business	302.3 HAM (Browse shelf(Opens below))	Available		SIIB-B-12540

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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,

Contents:- 1. The Nature of Negotiation: What It Is and why it matters,2. Preparation: Building the Foundation for Negotiating,3. Distributive Bargaining: A Strategy for Claiming Value, 4. Integrative Negotiation: A Strategy for Creating Value,5. Closing Deals: Persuading the other Party to say yes, 6. Communication: The Heart of All Negotiations, 7. Decision Making: Are We Truly Rational?

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