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Cultivate negotiation skills with the latest theory and research, plus opportunities for practice!
Negotiation 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.
Key Features
- Includes Negotiation in Action vignettes in each chapter, bringing the content to life through vivid illustrations of the negotiation process
- Provides two readings per chapter, with critical-thinking questions to help students relate the content to their own experiences
- Includes five full-lengh cases, demonstrating important interrelationships among the various components of the negotiation process and how they are applied in practice
- Provides self-assessment questionnaires, enabling readers to analyze and understand their negotiation abilities
- Offers broad-ranging and international perspectives, integrating real-world insight from managers in industry and government and from countries throughout the world
ISBN - 9788132108955
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Pages : 520
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