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The mind and heart of the negotiator

Author: Leigh L Thompson
Publisher: Upper Saddle River, N.J. : Pearson/Prentice Hall, ©2005.
Edition/Format:   Print book : English : 3rd edView all editions and formats
Summary:
"The Mind and Heart of the Negotiator, Third Edition, is for managers, executives, and leaders - anyone who has to negotiate with other people to attain their objectives. The Mind and Heart of the Negotiator provides managers with proven solutions to many tough negotiation challenges."--Jacket.
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Leigh L Thompson
ISBN: 0131407384 9780131407381 0131293753 9780131293755
OCLC Number: 54767795
Description: xxi, 434 pages : illustrations ; 24 cm
Contents: Essentials of negotiation. Negotiation : the mind and the heart ; Preparation : what to do before negotiation ; Distributive negotiation : slicing the pie ; Win-win negotiation : expanding the pie --
Advanced negotiation skills. Developing a negotiation style ; Establishing trust and building a relationship ; Power, persuasion, and ethics ; Creativity and problem solving in negotiations --
Applications and special scenarios. Multiple parties, coalitions, and teams ; Cross-cultural negotiation ; Tacit negotiations and social dilemmas ; 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.

Abstract:

Intended for undergraduate/graduate-level business courses that cover the skills of negotiation, this text provides a view of what to do and what to avoid at the bargaining table. It presents an  Read more...

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