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

Call no : 302.3 HAM

physical description : xxi, 497 pages : illustrations ; 23 cm 

Notes : includes index.

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.