Mind and Heart of the Negotiator

ISBN-10: 0131742272

ISBN-13: 9780131742277

Edition: 4th 2009

Authors: Leigh L. Thompson

List price: $118.67
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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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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
Are You a Rational Person? Check Yourself
Nonverbal Communication and Lie Detection
Third-Party Intervention
Negotiating a Job Offer
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