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The mind and heart of the negotiator

By: Material type: TextTextSeries: Pearson custom libraryPublication details: Harlow, England : Pearson, 2014Edition: Pearson New International ed., 5. edDescription: 398 pages, 28 cmContent type:
Media type:
Carrier type:
ISBN:
  • 9781292023199
  • 1292036370
  • 9781292023199
  • 1292023198
  • 9781299958944
  • 129995894X
Subject(s): DDC classification:
  • 658.4052 THO 23
Online resources:
Contents:
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
Holdings
Item type Current library Call number Status Date due Barcode
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.4052 THO (Browse shelf(Opens below)) Available 222720

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

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