Mind and Heart of the Negotiator

Name: Mind and Heart of the Negotiator
Price: 6.83 USD
Availability: InStock
ISBN: 9780131742277

ISBN-10: 0131742272

ISBN-13: 9780131742277

Edition: 4th 2009

Authors: Leigh L. Thompson

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…

Book details

List price: $118.67
Edition: 4th
Copyright year: 2009
Publisher: Prentice Hall Higher Education
Publication date: 10/23/2008
Binding: Paperback
Pages: 432
Size: 6.75" wide x 9.25" long x 0.75" tall
Weight: 1.320
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