The Mind and Heart of the Negotiator / Edition 5

The Mind and Heart of the Negotiator / Edition 5

by Leigh Thompson
     
 

ISBN-10: 0132543869

ISBN-13: 9780132543866

Pub. Date: 08/08/2011

Publisher: Prentice Hall

The Mind and Heart of the Negotiator, Fourth Edition, is for managers, executives, and leaders - anyone who has to negotiate with other people to attain their objectives. The Mind and Heart of the Negotiator provides managers with proven solutions to many tough negotiation challenges.  See more details below

Overview

The Mind and Heart of the Negotiator, Fourth Edition, is for managers, executives, and leaders - anyone who has to negotiate with other people to attain their objectives. The Mind and Heart of the Negotiator provides managers with proven solutions to many tough negotiation challenges.

Product Details

ISBN-13:
9780132543866
Publisher:
Prentice Hall
Publication date:
08/08/2011
Pages:
432
Sales rank:
556,410
Product dimensions:
6.90(w) x 9.10(h) x 0.90(d)

Table of Contents

Pt. I Essentials of Negotiation 1

Ch. 1 Negotiation: The Mind and The Heart 1

Ch. 2 Preparation: What to Do Before Negotiation 12

Ch. 3 Distributive Negotiation: Slicing the Pie 40

Ch. 4 Win-Win Negotiation: Expanding the Pie 74

Pt. II Advanced Negotiation Skills 96

Ch. 5 Developing a Negotiating Style 96

Ch. 6 Establishing Trust and Building a Relationship 128

Ch. 7 Power, Persuasion, and Ethics 159

Ch. 8 Creativity and Problem Solving in Negotiations 183

Pt. III Applications and Special Scenarios 218

Ch. 9 Multiple Parties, Coalitions, and Teams 218

Ch. 10 Cross-Cultural Negotiations 258

Ch. 11 Tacit Negotiations and Social Dilemmas 292

Ch. 12 Negotiating Via Information Technology 319

App. 1 Are You a Rational Person? Check Yourself 338

App. 2 Nonverbal Communication and Lie Detection 358

App. 3 Third-Party Intervention 367

App. 4 Negotiating a Job Offer 375

Name Index 383

Subject Index 397

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >