The Mind and Heart of the Negotiator [Global Edition] – Ebook PDF Instant Delivery – ISBN(s): 9781292399461,1292399465
Product details:
- ISBN-10 : 1292399465
- ISBN-13 : 978-1292399461
- Author:
For undergraduate and graduate-level business courses that coverthe skills of negotiation.
Delve into the mind and heart of the negotiator to enhance yournegotiation skills
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 of contents:
PART I: NEGOTIATION ESSENTIALS
- Negotiation: The Mind and the Heart
- Preparation: What to Do Before Negotiation
- Distributive Negotiation: Claiming Value
- Integrative Negotiation: Expanding the Pie
PART II: NEGOTIATION SKILLS
- Understanding Personality and Motivation
- Managing Emotions and Contentious Negotiations
- Establishing Trust and Building Relationships
- Power, Ethics, & Reputation
- Creativity, Problem-Solving, and Learning in Negotiation
PART III: COMPLEX NEGOTIATIONS
- Multiple Parties, Coalitions, and Teams
- Cross-Cultural Negotiation
- Negotiating in a Virtual World
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