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Questions About This Book?
What version or edition is this?
This is the 4th edition with a publication date of 1/1/2009.
What is included with this book?
- The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any CDs, lab manuals, study guides, etc.
- The Used copy of this book is not guaranteed to include any supplemental materials. Typically, only the book itself is included.
"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|
|Tacit Negotiations and Social Dilemmas|
|Negotiating via Information Technology|
|Are You a Rational Person? Check Yourself|
|Nonverbal Communication and Lie Detection|
|Negotiating a Job Offer|
|Table of Contents provided by Publisher. All Rights Reserved.|