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The mind and heart of the negotiator

Author: Leigh L Thompson
Publisher: Boston : Pearson, [2015]
Edition/Format:   Print book : English : Sixth editionView all editions and formats
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Document Type: Book
All Authors / Contributors: Leigh L Thompson
ISBN: 9780133571776 0133571777 9781292073330 1292073330
OCLC Number: 871228524
Description: xxii, 410 pages : illustrations ; 23 cm
Contents: Negotiation: the mind and the heart --
Preparation: what to do before negotiation --
Distributive negotiation: slicing the pie --
Win-win negotiation: expanding the pie --
Developing a negotiating style --
Establishing trust and building a relationship --
Power, gender, and ethics --
Creativity and problem solving in negotiations --
Multiple parties, coalitions, and teams --
Cross-cultural negotiation --
Social dilemmas --
Negotiating via information technology.
Responsibility: Leigh L. Thompson, Kellogg School of Management, Northwestern University.

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