(eBook PDF) Mind and Heart of the Negotiator The 6th Edition – Digital Ebook – Instant Delivery Download
Product details:
- ISBN-10 : 9780133571776
- ISBN-13 : 978-0133571776
- Author: Leigh Thompson
For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether in multimillion-dollar business deals or personal interactions. 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.
Table contents:
Part I Essentials of Negotiation
Chapter 1 Negotiation: The Mind and The Heart
Chapter 2 Preparation: What to Do Before Negotiation
Chapter 3 Distributive Negotiation: Slicing the Pie
Chapter 4 Win-Win Negotiation: Expanding the Pie
Part II Advanced Negotiation Skills
Chapter 5 Developing a Negotiating Style
Chapter 6 Establishing Trust and Building a Relationship
Chapter 7 Power, Gender, and Ethics
Chapter 8 Creativity and Problem Solving in Negotiations
Part III Applications and Special Scenarios
Chapter 9 Multiple Parties, Coalitions, and Teams
Chapter 10 Cross-Cultural Negotiation
Chapter 11 Social Dilemmas
Chapter 12 Negotiating Via Information Technology
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