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Mind and Heart of the Negotiator

ISBN-10: 0131407384

ISBN-13: 9780131407381

Edition: 3rd 2005

Authors: Leigh L. Thompson

List price: $108.00
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Book details

List price: $108.00
Edition: 3rd
Copyright year: 2005
Publisher: Prentice Hall PTR
Publication date: 7/14/2004
Binding: Paperback
Pages: 456
Size: 7.00" wide x 9.00" long x 0.50" tall
Weight: 1.672
Language: English

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
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
References
Subject Index
Author Index