商品簡介
This accessible, two-color textbook offers a conversational writing style and informal language, drawing on academic work in fields such as communication and psychology to shed light on the theory, research, and practice of negotiation. Examples are drawn from business, healthcare, government, and the non-profit sector. Part 1, on fundamentals, contains chapters on the nature of negotiation, distributive bargaining, integrative negotiation, and closing deals. The bulk of the book is found in part 2, which deals with special challenges in areas such as communication, decision making, ethics, multiparty negotiations, and international negotiations. Each chapter includes two readings with critical thinking questions; the book as a whole contains five complete case studies, plus role-playing exercises, a self-assessment instrument, and a 10-page glossary. A website for teachers offers a test bank and lecture slides. The student website provides journal articles and video cases. Hames is affiliated with the University of Nevada-Las Vegas. Annotation c2011 Book News, Inc., Portland, OR (booknews.com)
