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The Mind and Heart of the Negotiator
ISBN: 9780130179647 | 0130179647
Edition: 2ndFormat: Paperback
Publisher: PRENTICE HALL
Pub. Date: 1/1/2001
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For undergraduate/graduate-level business courses that cover the skills of negotiation. This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.
| PART I ESSENTIALS OF NEGOTIATION | 1 | (83) | |||
| 2 | (7) | |||
| 9 | ... MORE | |||
| 33 | (28) | |||
| 61 | (22) | |||
| PART II ADVANCED NEGOTIATION SKILLS | 83 | (104) | |||
| 84 | (25) | |||
| 109 | (28) | |||
| 137 | (21) | |||
| 158 | (29) | |||
| PART III APPLICATIONS AND SPECIAL SCENARIOS | 187 | (1) | |||
| 188 | (32) | |||
| 220 | (26) | |||
| 246 | (27) | |||
| 273 | (22) | |||
| APPENDICES | |||||
| 295 | (22) | |||
| 317 | (7) | |||
| 324 | (5) | |||
| 329 |
Leigh L. Thompson is the J. L. and Helen Kellogg Distinguished Professor of Management and Organizations in the Kellogg Graduate School of Management at Northwestern University.
