Thompson, Leigh L.
The mind and heart of the negotiator / Leigh L. Thompson. - 4th ed. - Upper Saddle River, N.J. ; Harlow : Pearson Education, c2009. - xviii, 411 p. : ill. ; 24 cm.
Previous ed.: 2005. "Pearson international edition" -- Cover.
Includes bibliographical references and index.
Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology.
"At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills." -- from www.amazon.com (Nov.5, 2010).
9780138146566 (pbk.) 013814656X (pbk.) :
Negotiation in business.
Negotiation.
Negotiation--Psychological aspects.
Negotiation--Handbooks, manuals, etc.
HD58.6 / .T478 2009
658.4052
The mind and heart of the negotiator / Leigh L. Thompson. - 4th ed. - Upper Saddle River, N.J. ; Harlow : Pearson Education, c2009. - xviii, 411 p. : ill. ; 24 cm.
Previous ed.: 2005. "Pearson international edition" -- Cover.
Includes bibliographical references and index.
Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology.
"At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills." -- from www.amazon.com (Nov.5, 2010).
9780138146566 (pbk.) 013814656X (pbk.) :
Negotiation in business.
Negotiation.
Negotiation--Psychological aspects.
Negotiation--Handbooks, manuals, etc.
HD58.6 / .T478 2009
658.4052