The mind and heart of the negotiator
Thompson, Leigh L.
The mind and heart of the negotiator - Pearson New International ed., 5. ed. - Harlow, England : Pearson, 2014 - 398 pages, 28 cm - Pearson custom library . - Pearson custom library. .
Includes bibliographical references and indexes.
1.Negotiation: the mind and the heart. Leigh Thompson 2.Preparation: What to do before negotiation. Leigh Thompson 3.Developing a negotiating style. Leigh Thompson 4.Distributive negotiation: slicing the pie. Leigh Thompson 5.Win-win negotiation: expanding the pie. Leigh Thompson 6.Establishing trust and building a relationship. Leigh Thompson 7.Creativity and problem solving in negotiations. Leigh Thompson 8.Power, persuasion, and ethics. Leigh Thompson 9.Multiple parties, coalitions, and teams. Leigh Thompson 10.Cross-cultural negotiation. Leigh Thompson 11.Tacit negotiations and social dilemmas. Leigh Thompson 12.Negotiating via information technology. Leigh Thompson 13.Appendix: Are you a rational person? Check yourself. Leigh Thompson 14.Appendix: Nonverbal communication and lie detection. Leigh Thompson 15.Appendix: Third-party intervention 16.Appendix: Negotiating a job offer. Leigh Thompson
9781292023199 1292036370 9781292023199 1292023198 9781299958944 129995894X
Negotiation in business.
Negotiation.
658.4052 THO
The mind and heart of the negotiator - Pearson New International ed., 5. ed. - Harlow, England : Pearson, 2014 - 398 pages, 28 cm - Pearson custom library . - Pearson custom library. .
Includes bibliographical references and indexes.
1.Negotiation: the mind and the heart. Leigh Thompson 2.Preparation: What to do before negotiation. Leigh Thompson 3.Developing a negotiating style. Leigh Thompson 4.Distributive negotiation: slicing the pie. Leigh Thompson 5.Win-win negotiation: expanding the pie. Leigh Thompson 6.Establishing trust and building a relationship. Leigh Thompson 7.Creativity and problem solving in negotiations. Leigh Thompson 8.Power, persuasion, and ethics. Leigh Thompson 9.Multiple parties, coalitions, and teams. Leigh Thompson 10.Cross-cultural negotiation. Leigh Thompson 11.Tacit negotiations and social dilemmas. Leigh Thompson 12.Negotiating via information technology. Leigh Thompson 13.Appendix: Are you a rational person? Check yourself. Leigh Thompson 14.Appendix: Nonverbal communication and lie detection. Leigh Thompson 15.Appendix: Third-party intervention 16.Appendix: Negotiating a job offer. Leigh Thompson
9781292023199 1292036370 9781292023199 1292023198 9781299958944 129995894X
Negotiation in business.
Negotiation.
658.4052 THO