000			01719cam a2200301 a 4500
999			_c121285 _d121285
001			15380519
003			KEPU
005			20200224155435.0
008			080724s2009 njua b 001 0 eng
010			_a 2008032483
020			_a9780131742277
020			_a0131742272
035			_a(OCoLC)ocn216941214
040			_aDLC _cDLC _dBTCTA _dBAKER _dC#P _dYDXCP _dBWX _dVP@ _dDLC
050	0	0	_aHD58.6 _b.T47 2005
082	0	0	_222
100	1		_aThompson, Leigh L. _943168
245	1	4	_aThe mind and heart of the negotiator / _cLeigh L. Thompson.
250			_a4th ed.
260			_aUpper Saddle River, N.J. : _bPrentice Hall, _cc2009.
300			_axix, 411 p. : _bill. ; _c24 cm.
504			_aIncludes bibliographical references and indexes.
505	0		_aNegotiation : 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.
650		0	_aNegotiation in business. _98581
650		0	_aNegotiation. _932063
856	4	1	_3Table of contents only _uhttp://www.loc.gov/catdir/toc/ecip0824/2008032483.html
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK _hHD58.6 _i.T47 2005