Über den Autor
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).
Part 1: The Fundamentals
The Nature of Negotiation: What it is and Why it Matters
Preparation: Building the Foundation for Negotiating
Distributive Bargaining: A Strategy for Claiming Value
Integrative Bargaining: A Strategy for Creating Value
Closing Deals: Persuading the Other Party to Say Yes
Part 2: Special Challenges
Communication : The Heart of All Negotiations
Decision Making: Are We Truly Rational Beings?
Power & influence: Changing others' attitudes and behaviors
Ethics: Right and Wrong Do Exist when you Negotiate
Multiparty Negotiations: Managing the Additional Complexity
Third-Party Intervention: Recourse When Negotiations Sputter or Fail?
David S Hames' text combines in a single volume text material, pertinent readings, compehensive cases, role-playing exercises, and questionnaires so that students examine the theory and the practice of negotiation from a varied set of learning tools.
The text also:
- Uses a behaviour modelling framework for learning how to negotiate, to enhance students' intellectual understanding of the negotiating process and their actual ability to negotiate in various settings and scenarios
- Emphasizes the science of negotiation
- Covers current issues of diversity, flattening of organizations, making decisions in teams, and negotiating in an online environment
- Devotes an entire chapter to closing deals, a topic which is often overlooked or given short shrift in other texts.