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.
Supplements
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 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.
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.
This one was a longshot for a second book in my strategic management class but I did not choose it.
interesting case examples
a great help to understanding the essential nature of negotiating skills. in all walks of life
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.
Insufficient information directly related to decision making - did recommend for consideration to colleague who will be teaching "conflict management" next fall
Book is well written and comes with an excellent companion website for students.
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.
Sage College Publishing
