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The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson 9780132543866 0132543869

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The Mind and Heart of the Negotiator 5th Edition Leigh Thompson Digital Instant Download

Author(s): Leigh Thompson
ISBN(s): 9780132543866, 0132543869
Edition: 5th
File Details: PDF, 4.08 MB
Year: 2011
Language: english
SKU: EB-4659794 Category: Tag:

The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson – Ebook PDF Instant Download/Delivery: 9780132543866, 0132543869

Full download The Mind and Heart of the Negotiator 5th Edition after payment

 

Product details:

ISBN 10: 0132543869

ISBN 13: 9780132543866

Author: Leigh L. Thompson

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 edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.

Table of contents:

  1. Negotiation: The Mind and the Heart

  2. Preparation: What to Do before Negotiation

  3. Distributive Negotiation: Slicing the Pie

  4. Win-Win Negotiation: Expanding the Pie

  5. Developing a Negotiating Style

  6. Establishing Trust and Building a Relationship

  7. Power, Persuasion, and Ethics

  8. Creativity and Problem Solving in Negotiations

  9. Multiple Parties, Coalitions, and Teams

  10. Cross-Cultural Negotiation

  11. Tacit Negotiations and Social Dilemmas

  12. Negotiating via Information Technology

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Tags: Leigh Thompson, Heart, Negotiator, Mind