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Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions by David S

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

by David S
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Book cover type: Paperback
  • ISBN13: 9781412973991
  • Binding: Paperback
  • Subject: N/A
  • Publisher: SAGE Publications Inc
  • Publisher Imprint: SAGE Publications Inc
  • Publication Date:
  • Pages: 520
  • Original Price: USD 217.0
  • Language: English
  • Edition: N/A
  • Item Weight: 726 grams
  • BISAC Subject(s): Communication Studies

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.

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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