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 help to understanding the essential nature of negotiating skills. in all walks of life
Excellent breakdown and case examples of subject that often typically has more \sales-only" aspects examined. Text provides far more reaching topics and related subject matter that will, in turn, provide more benefits for professors and students alike.
Loved the completeness and comprehensiveness. Case studies, readings, all included in a single textbook.
A good comprehensive study aid to help make vital decisions in a professional manner. I have recommended this to my students to encourage professionalism within the engineering community. Negotiation and closing deals in business is important for a company to survive. Whether my students work for a company or end up with their own business, this is part of the hidden curicculum that they need to know.
A one stop book for professionals and students on the art of negotiation.
Well laid out for student understanding. Content aligns well with teaching of course.
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.
Target audience analysis of my current and prospective students yielded the conclusion that the negotiation aspects included in this text did not fit the scope of the projected course. The text would be more than satisfactory for a business strategy or management strategy class but not for the scope of MNGT 5670.
Book is well written and comes with an excellent companion website for students.
Detailed and useful strategies given that are able to be applied to conflict management programmes we deliver