Negotiation - David Hames

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.