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The Mind and Heart of the Negotiator,9780131742277
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The Mind and Heart of the Negotiator

by
Edition:
4th
ISBN13:

9780131742277

ISBN10:
0131742272
Format:
Paperback
Pub. Date:
1/1/2009
Publisher(s):
Prentice Hall
List Price: $118.66

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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.

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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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