The Mind and Heart of the Negotiator
ISBN: 9780131742277 | 0131742272
Edition: 4thFormat: Paperback
Publisher: Prentice Hall
Pub. Date: 1/1/2009
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Leigh L. Thompson is the J. Jay Gerber Distinguished Professor of Dispute Resolution Organizations, Northwestern University.
"The Mind and Heart of the Negotiator, Fourth 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."--BOOK JACKET.
For undergraduate and graduate-level business courses that cove... MORE
"The Mind and Heart of the Negotiator, Fourth 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."--BOOK JACKET.
For undergraduate and graduate-level business courses that cove... MORE
| 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 Negotiating Style | |
| Establishing Trust and Building a Relationship | |
| Power, Persuasion, and Ethics | ... MORE |
| 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 | |
| Are You a Rational Person? Check Yourself | |
| Nonverbal Communication and Lie Detection | |
| Third-Party Intervention | |
| Negotiating a Job Offer | |
| Table of Contents provided by Publisher. All Rights Reserved. |
