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"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.
Table of 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 Negotiating 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
Tacit Negotiations and Social Dilemmas
Negotiating via Information Technology
Are You a Rational Person? Check Yourself
Nonverbal Communication and Lie Detection
Negotiating a Job Offer
Table of Contents provided by Publisher. All Rights Reserved.