The Mind and Heart of the Negotiator
by Thompson, Leigh L.Edition: 4th
Format: Paperback
Pub. Date: 2009-01-01
Publisher(s): Prentice Hall
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Summary
"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."--BOOK JACKET.
Table of Contents
| 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 | |
| Advanced Negotiation Skills | |
| Developing a Negotiating Style | |
| Establishing Trust and Building a Relationship | |
| Power, Persuasion, and Ethics | |
| Creativity and Problem Solving in Negotiations | |
| Applications and Special Scenarios | |
| Multiple Parties, Coalitions, and Teams | |
| Cross-Cultural Negotiation | |
| Tacit Negotiations and Social Dilemmas | |
| Negotiating via Information Technology | |
| Appendices | |
| Are You a Rational Person? Check Yourself | |
| Nonverbal Communication and Lie Detection | |
| Third-Party Intervention | |
| Negotiating a Job Offer | |
| Table of Contents provided by Publisher. All Rights Reserved. |
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