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The Mind and Heart of the Negotiator Paperback - 2008
by Leigh Thompson
Summary
This text provides a great resource for attorneys and any other negotiators, and weaves together a wide range of relevant skills, such as economics, psychology, sociology, and organizational behavior.
Details
- Title The Mind and Heart of the Negotiator
- Author Leigh Thompson
- Binding Paperback
- Edition 4th ed.
- Pages 411
- Volumes 1
- Language ENG
- Publisher Prentice Hall, Upper Saddle River, N.J
- Date 2008-11
- Illustrated Yes
- ISBN 9780131742277 / 0131742272
- Weight 1.35 lbs (0.61 kg)
- Dimensions 9.1 x 6.9 x 0.8 in (23.11 x 17.53 x 2.03 cm)
- Library of Congress subjects Negotiation in business, Negotiation
- Library of Congress Catalog Number 2008032483
- Dewey Decimal Code 658.405
Table of contents
#Pt. I Essentials of Negotiation 1Ch. 1 Negotiation: The Mind and The Heart 1Ch. 2 Preparation: What to Do Before Negotiation 12Ch. 3 Distributive Negotiation: Slicing the Pie 40Ch. 4 Win-Win Negotiation: Expanding the Pie 74Pt. II Advanced Negotiation Skills 96Ch. 5 Developing a Negotiating Style 96Ch. 6 Establishing Trust and Building a Relationship 128Ch. 7 Power, Persuasion, and Ethics 159Ch. 8 Creativity and Problem Solving in Negotiations 183Pt. III Applications and Special Scenarios 218Ch. 9 Multiple Parties, Coalitions, and Teams 218Ch. 10 Cross-Cultural Negotiations 258Ch. 11 Tacit Negotiations and Social Dilemmas 292Ch. 12 Negotiating Via Information Technology 319App. 1 Are You a Rational Person? Check Yourself 338App. 2 Nonverbal Communication and Lie Detection 358App. 3 Third-Party Intervention 367App. 4 Negotiating a Job Offer 375Name Index 383Subject Index 397
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