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Mind and Heart of the Negotiator by Leigh Thompson (2014, Trade Paperback)
Condition:
Like New
A book in excellent condition. Cover is shiny and undamaged, and the dust jacket is included for hard covers. No missing or damaged pages, no creases or tears, and no underlining/highlighting of text or writing in the margins. May be very minimal identifying marks on the inside cover. Very minimal wear and tear.
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Item specifics
- Condition
- ISBN
- 9780133571776
About this product
Product Identifiers
Publisher
Pearson Education
ISBN-10
0133571777
ISBN-13
9780133571776
eBay Product ID (ePID)
201695000
Product Key Features
Number of Pages
432 Pages
Publication Name
Mind and Heart of the Negotiator
Language
English
Subject
Communication Studies, Negotiating
Publication Year
2014
Type
Textbook
Subject Area
Language Arts & Disciplines, Business & Economics
Format
Trade Paperback
Dimensions
Item Height
1 in
Item Weight
23.4 Oz
Item Length
9 in
Item Width
7 in
Additional Product Features
Edition Number
6
Intended Audience
College Audience
LCCN
2014-004868
Dewey Edition
21
TitleLeading
The
Dewey Decimal
658.4/052
Table Of Content
Part I Essentials of Negotiation 1 Chapter 1 Negotiation: The Mind and The Heart 1 Chapter 2 Preparation: What to Do Before Negotiation 12 Chapter 3 Distributive Negotiation: Slicing the Pie 38 Chapter 4 Win-Win Negotiation: Expanding the Pie 69 Part II Advanced Negotiation Skills 91 Chapter 5 Developing a Negotiating Style 91 Chapter 6 Establishing Trust and Building a Relationship 122 Chapter 7 Power, Gender, and Ethics 149 Chapter 8 Creativity and Problem Solving in Negotiations 173 Part III Applications and Special Scenarios 208 Chapter 9 Multiple Parties, Coalitions, and Teams 208 Chapter 10 Cross-Cultural Negotiation 245 Chapter 11 Social Dilemmas 278 Chapter 12 Negotiating Via Information Technology 308 Appendices Appendix 1 Are You a Rational Person? Check Yourself 328 Appendix 2 Nonverbal Communication and Lie Detection 349 Appendix 3 Third-Party Intervention 360 Appendix 4 Negotiating a Job Offer 369
Synopsis
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. KEY TOPICS: 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 For attorneys, arbitrators, and other negotiators, and many other professionals. This text weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior., 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. This program will provide a better teaching and learning experience-for you and your students. Here's how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text., 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. This program will provide a better teaching and learning experience for you and your students. Here s how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text. "
LC Classification Number
HD58.6.T478 2014
Item description from the seller
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