Mind and Heart of the Negotiator
Edition: 4th 2009
List price: $118.67
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Description: KEY BENEFIT: 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. KEY TOPICS: Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situations-such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally. For attorneys, arbitrators, and other negotiators, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.
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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $118.67
Copyright year: 2009
Publisher: Prentice Hall Higher Education
Publication date: 10/23/2008
Size: 6.75" wide x 9.25" long x 0.75" tall
|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|