| 000 | 02595cam a2200373Ma 4500 | ||
|---|---|---|---|
| 001 | u4248 | ||
| 003 | SA-PMU | ||
| 005 | 20210418124342.0 | ||
| 008 | 080805s2009 njua b 001 0 eng d | ||
| 040 |
_aEQO _cEQO _dUKM _dNLGGC _dGBVCP _dYDXCP _dDEBBG _dEUX _dALAUL _dCHRRO |
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| 020 | _a9780138146566 (pbk.) | ||
| 020 | _a013814656X (pbk.) : | ||
| 035 |
_a(OCoLC)287991621 _z(OCoLC)717518887 |
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| 050 | 4 |
_aHD58.6 _b.T478 2009 |
|
| 082 | 0 | 4 |
_a658.4052 _222 |
| 100 | 1 | _aThompson, Leigh L. | |
| 245 | 1 | 4 |
_aThe mind and heart of the negotiator / _cLeigh L. Thompson. |
| 250 | _a4th ed. | ||
| 260 |
_aUpper Saddle River, N.J. ; _aHarlow : _bPearson Education, _cc2009. |
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| 300 |
_axviii, 411 p. : _bill. ; _c24 cm. |
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| 500 | _aPrevious ed.: 2005. | ||
| 500 | _a"Pearson international edition" -- Cover. | ||
| 504 | _aIncludes bibliographical references and index. | ||
| 505 | 0 | _aNegotiation : 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. | |
| 520 | _a"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). | ||
| 650 | 0 | _aNegotiation in business. | |
| 650 | 0 | _aNegotiation. | |
| 650 | 0 |
_aNegotiation _xPsychological aspects. |
|
| 650 | 0 |
_aNegotiation _vHandbooks, manuals, etc. |
|
| 856 | 4 | _uhttp://catdir.loc.gov/catdir/toc/ecip0824/2008032483.html | |
| 942 | _cBOOK | ||
| 994 |
_aZ0 _bSUPMU |
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| 596 | _a1 2 | ||
| 999 |
_c7416 _d7416 |
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