Overview

- Devotes an entire chapter to closing deals, a topic which is often overlooked or given short shrift in other texts.

Full Product Details

9781412973991

Table of Contents

Reviews

A great overview of what it takes to excel as a negotiator. -- Nicholas J. Chabra 20110819

Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges -- Dr. Cephas Lerewonu clear, well organized coverage of negotiation process and related issues -- Barry Nocks A great overview of what it takes to excel as a negotiator. -- Nicholas J. Chabra

A great overview of what it takes to excel as a negotiator. -- Nicholas J. Chabra 20110819 clear, well organized coverage of negotiation process and related issues -- Barry Nocks 20111124 Very insightful, engaging, theoretically, grounded, practically focused, and invaluable to applying concrete solutions do negotiation challenges -- Dr. Cephas Lerewonu 20111123

Author Information

David S. Hames earned his Ph.D. in Organizational Behavior at the Kenan-Flagler School of Business, University of North Carolina at Chapel Hill. He teaches courses in Negotiation and Alternative Dispute Resolution, Human Resource Management and Labor-Management Relations. His research has been published in journals such as Group and Organization Management, Human Resource Management Review, Leadership and Organization Development Journal, Employee Responsibilities & Rights Journal, and Labor Law Journal. He is a member of the editorial board of the Decision Sciences Journal of Innovative Education. He has served as a labor arbitrator and as a mediator of employment disputes. Before becoming an academic, Dr. Hames served as the Human Resources Director at the Clinton Memorial Hospital, and as a professional recruiter in the Human Resources Department at Standard Oil of Indiana (now BP Amoco).

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