The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson ISBN 0132543869 978-0132543866
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Product details:
ISBN 10: 0132543869
ISBN 13: 978-0132543866
Author: Leigh 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:
PART I – Essentials of Negotiation
Negotiation: The Mind and The Heart
Preparation: What to Do Before Negotiation
Distributive Negotiation: Slicing the Pie
Win-Win Negotiation: Expanding the Pie
PART II – Advanced Negotiation Skills
Developing a Negotiating Style
Establishing Trust and Building a Relationship
Power, Persuasion, and Ethics
Creativity and Problem Solving in Negotiations
PART III – Applications and Special Scenarios
Multiple Parties, Coalitions, and Teams
Cross-Cultural Negotiation
Tacit Negotiations and Social Dilemmas
Negotiating Via Information Technology
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