(eBook PDF) The Mind and Heart of the Negotiator 7th Edition – Digital Ebook – Instant Delivery Download
Product details:
- ISBN-10 : 1292399465
- ISBN-13 : 978-1292399461
- Author: Leigh Thompson
The Mind and Heart of the Negotiator isdedicated to individuals who want to improve their ability to negotiate―whetherin multimillion-dollar business deals or personal interactions. This textexplains what to do and what to avoid at the bargaining table, facilitated byan integration of theory, scientific research, and real-world application.The 7th Edition contains new and updated exercises,statistics, and examples from business, politics, and personal life spanningthe globe to illustrate effective, as well as ineffective, negotiation skills.Armed with these, students will be ready to improve their relational as well aseconomic outcomes.
Table contents:
PART 1: NEGOTIATION ESSENTIALS
1. Negotiation: The Mind and the Heart
2. Preparation: What to Do Before Negotiation
3. Distributive Negotiation: Claiming Value
4. Integrative Negotiation: Expanding the Pie
PART 2: NEGOTIATION SKILLS
5. Understanding Personality and Motivation
6. Managing Emotions and Contentious Negotiations
7. Establishing Trust and Building Relationships
8. Power, Ethics, & Reputation
9. Creativity, Problem-Solving, and Learning in Negotiation
PART 3: COMPLEX NEGOTIATIONS
10. Multiple Parties, Coalitions, and Teams
11. Cross-Cultural Negotiation
12. Negotiating in a Virtual World
People also search:
the mind and heart of the negotiator 6th edition
the heart and mind of the negotiator
what is the relationship between the mind and the heart
how does the heart contract and relax