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The mind and heart of the negotiator / Leigh L. Thompson.

By: Thompson, Leigh L.
Material type: materialTypeLabelBookPublisher: Upper Saddle River, N.J. : Prentice Hall, c2009Edition: 4th ed.Description: xix, 411 p. : ill. ; 24 cm.ISBN: 9780131742277; 0131742272.Subject(s): Negotiation in business | NegotiationDDC classification: Online resources: Table of contents only
Contents:
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.
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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.

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