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The mind and heart of the negotiator

Author: Leigh L Thompson
Publisher: Boston : Pearson, ©2012.
Edition/Format:   Book : English : 5th edView all editions and formats
Database:WorldCat
Summary:

For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated  Read more...

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Document Type: Book
All Authors / Contributors: Leigh L Thompson
ISBN: 9780132543866 0132543869
OCLC Number: 711989071
Description: xx, 412 p. : ill. ; 24 cm.
Contents: PART I: ESSENTIALS OF NEGOTIATION Chapter 1: Negotiation: The Mind and the Heart Chapter 2: Preparation: What to Do before Negotiation Chapter 3: Distributive Negotiation: Slicing the Pie Chapter 4: Win-Win Negotiation: Expanding the Pie PART II: ADVANCED NEGOTIATION SKILLS Chapter 5: Developing a Negotiating Style Chapter 6: Establishing Trust and Building a Relationship Chapter 7: Power, Persuasion, and Ethics Chapter 8: Creativity and Problem Solving in Negotiations PART III: APPLICATIONS AND SPECIAL SCENARIOS Chapter 9: Multiple Parties, Coalitions, and Teams Chapter 10: Cross-Cultural Negotiation Chapter 11: Tacit Negotiations and Social Dilemmas Chapter 12: Negotiating via Information Technology APPENDICES Appendix 1: Are You a Rational Person? Check Yourself Appendix 2: Nonverbal Communication and Lie Detection Appendix 3: Third-Party Intervention Appendix 4: Negotiating a Job Offer
Responsibility: Leigh L. Thompson.

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