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The Mind and Heart of the Negotiator

ISBN: 9780132709507 | 0132709503
Format: Hardcover
Publisher: Prentice Hall Professional Technical Reference
Pub. Date: 9/1/1997

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SummaryTable of Contents
The book takes a social-psychological approach to negotiation. It provides the reader with the tools for understanding both the basics and the complexities of negotiation. The book combines principles, theories, applications, and the latest research--it is the student handbook on negotiation! Website at >.
CHAPTER 1 Negotiation: The Big Picture
1(13)
CHAPTER 2 Preparation: What to Do Before Negotiation
14(29)
CHAPTER 3 Th... MORE
30(13)
CHAPTER 4 Integrative Negotiation: How to Be Strategically Creative
43(25)
CHAPTER 5 Rational Behavior: A Prescriptive Approach
68(12)
CHAPTER 6 Judgment and Decision Making: Deciding among Sure Things and Risky Prospects
80(22)
CHAPTER 7 Social Cognition: A Look Into the Mind of the Negotiator
102(18)
CHAPTER 8 Biases and Illusions: Stumbling Blocks on the Road to Successful Negotiation
120(20)
CHAPTER 9 Groups and Teams: Multiple Parties at the Bargaining Table
140(28)
CHAPTER 10 Relationships and Emotion: Building Rapport
168(25)
CHAPTER 11 Social Justice, Fairness, and Social Utility: All's Fair
193(20)
CHAPTER 12 Social Dilemmas and Other Noncooperative Games: We're All in This Together
213(21)
CHAPTER 13 Experience, Expertise, and Learning: Best Practices for Peak Performance
234(28)
CHAPTER 14 Environmental, Technological, and Cultural Clashes: When the Going Gets Tough
262

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