The mind and heart of the negotiator / Leigh L. Thompson.
By: Thompson, Leigh L
.
Material type: ![materialTypeLabel](/opac-tmpl/lib/famfamfam/BK.png)
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Item type | Current location | Call number | Status | Notes | Date due | Item holds |
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Staff Office | HD58.6 .T47 2005 (Browse shelf) | Available | BKO-SCHOOL OF BIOLOGICAL AND LIFE SCIENCES |
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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