TY  - BOOK
AU  - Thompson,Leigh L.
TI  - The mind and heart of the negotiator
SN  - 9780138146566 (pbk.)
AV  - HD58.6 .T478 2009
U1  - 658.4052 22
PY  - 2009///
CY  - Upper Saddle River, N.J., Harlow
PB  - Pearson Education
KW  - Negotiation in business
KW  - Negotiation
KW  - Psychological aspects
KW  - Handbooks, manuals, etc
N1  - 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
N2  - "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)
UR  - http://catdir.loc.gov/catdir/toc/ecip0824/2008032483.html
ER  -