Closing Deals, Settling Disputes, and Making Team Decisions
"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.
The website provides password-protected instructor resources, a test bank, PowerPoint slides, role-playing exercises, and course syllabi. Student Study Site: Open-access student resources on the site include web quizzes, full-text SAGE journal articles, flashcards, and video links.
Open-access student resources on the site include web quizzes, full-text SAGE journal articles, flashcards, and video links.
A great overview of what it takes to excel as a negotiator.
clear, well organized coverage of negotiation process and related issues
Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges
Detailed and useful strategies given that are able to be applied to conflict management programmes we deliver
Well laid out for student understanding. Content aligns well with teaching of course.
Loved the completeness and comprehensiveness. Case studies, readings, all included in a single textbook.
A one stop book for professionals and students on the art of negotiation.
This book is a little complex for my needs. It is very wide ranging in scope with significant detail. It provides frequent examples and materials for further study. Specific learning points are provided clearly and effectively - overall however, it provides much detail than my students would need for this programme where an introductory or practical guide would be more suited. Some interesting questionnaires are included.
This is well structured, clearly written book. It contains valuable insights to develop skills in negotiation and to understand the topic at postgraduate level.
This is a very good book for anybody wanting to learn negotiation. I would have rated it more if more time was spent preparing good practical examples (e.g. should be some role plays, video records, scripts etc) to help develop skills through simulations.