Thompson, Leigh L.
The mind and heart of the negotiator / Leigh L. Thompson. - 4th ed. - Upper Saddle River, N.J. : Prentice Hall, c2009. - xix, 411 p. : ill. ; 24 cm.
Includes bibliographical references and indexes.
Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology.
9780131742277 0131742272
2008032483
Negotiation in business.
Negotiation.
HD58.6 / .T47 2009
The mind and heart of the negotiator / Leigh L. Thompson. - 4th ed. - Upper Saddle River, N.J. : Prentice Hall, c2009. - xix, 411 p. : ill. ; 24 cm.
Includes bibliographical references and indexes.
Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology.
9780131742277 0131742272
2008032483
Negotiation in business.
Negotiation.
HD58.6 / .T47 2009