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Mind and Heart of the Negotiator, The (4th Edition) Paperback - 2008
by Leigh Thompson
Summary
This text provides a great resource for attorneys and any other negotiators, and weaves together a wide range of relevant skills, such as economics, psychology, sociology, and organizational behavior.
Details
- Title Mind and Heart of the Negotiator, The (4th Edition)
- Author Leigh Thompson
- Binding Paperback
- Edition 4th ed.
- Pages 432
- Language ENG
- Publisher Prentice Hall, Upper Saddle River, N.J
- Date 2008-11
- ISBN 9780131742277
- Library of Congress Catalog Number 2008032483
- Dewey Decimal Code 658.4/052
Table of contents
#Pt. I Essentials of Negotiation 1Ch. 1 Negotiation: The Mind and The Heart 1Ch. 2 Preparation: What to Do Before Negotiation 12Ch. 3 Distributive Negotiation: Slicing the Pie 40Ch. 4 Win-Win Negotiation: Expanding the Pie 74Pt. II Advanced Negotiation Skills 96Ch. 5 Developing a Negotiating Style 96Ch. 6 Establishing Trust and Building a Relationship 128Ch. 7 Power, Persuasion, and Ethics 159Ch. 8 Creativity and Problem Solving in Negotiations 183Pt. III Applications and Special Scenarios 218Ch. 9 Multiple Parties, Coalitions, and Teams 218Ch. 10 Cross-Cultural Negotiations 258Ch. 11 Tacit Negotiations and Social Dilemmas 292Ch. 12 Negotiating Via Information Technology 319App. 1 Are You a Rational Person? Check Yourself 338App. 2 Nonverbal Communication and Lie Detection 358App. 3 Third-Party Intervention 367App. 4 Negotiating a Job Offer 375Name Index 383Subject Index 397
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Prentice Hall, 2008-11-02. Paperback. Good. This listing is for The Mind and Heart of the Negotiator, 4th Edition This edition is very similar to the most current updated edition, ISBN 0133571777 and 0135641527 Please be sure to buy the earlier and much cheaper edition for your class and SAVE MONEY on your textbook expenses! We personally guarantee that you can use this edition for your class. If for some reason you're unhappy with any of our textbooks products, you are welcome to return the book back to us within 30 days of the purchase for a full refund.
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