Negotiation
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.
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
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.
interesting case examples
This is an informative book on negotiation which forms part of the strategic Change management I teach but its structure is different from structure of my course.
I found the book to be a valuable read and to be more than competitively priced.
Insufficient information directly related to decision making - did recommend for consideration to colleague who will be teaching \conflict management\" next fall"
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 one was a longshot for a second book in my strategic management class but I did not choose it.