9780131742277

The Mind and Heart of the Negotiator

by
  • ISBN13:

    9780131742277

  • ISBN10:

    0131742272

  • Edition: 4th
  • Format: Paperback
  • Copyright: 1/1/2009
  • Publisher: Prentice Hall
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List Price: $118.67

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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