The Mind and Heart of the Negotiator
ISBN: 9780132543866 | 0132543869
Edition: 5thFormat: Paperback
Publisher: Prentice Hall
Pub. Date: 7/25/2011
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This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
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 by an integration of theory, scientific research, and practical examples.
Delve into the mind and heart of the... MORE
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 by an integration of theory, scientific research, and practical examples.
Delve into the mind and heart of the... MORE
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, Persua... MORE
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, Persua... MORE
