The mind and heart of the negotiator /
Thompson, Leigh L.,
The mind and heart of the negotiator / Leigh L. Thompson. - fourth edition - xix, 411 pages : illustrations ; 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 9780138146566 013814656x
2008032483
Negotiation in business.
Negotiation.
HD58.6 / .T478 2009
658.4052 / T.L.M
The mind and heart of the negotiator / Leigh L. Thompson. - fourth edition - xix, 411 pages : illustrations ; 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 9780138146566 013814656x
2008032483
Negotiation in business.
Negotiation.
HD58.6 / .T478 2009
658.4052 / T.L.M