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

By: Material type: TextTextPublisher: Boston : Pearson, [2012]Copyright date: ©2012. Edition: Fifth editionDescription: 432 pages : illustrations ; 24 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9780132827669
  • 0132827662
Subject(s): DDC classification:
  • 658.4052 22 T.L.M
Contents:
Ch. 1. Negotiation : the mind and the heart -- Ch. 2. Preparation : what to do before negotiation -- Ch. 3. Distributive negotiation : slicing the pie -- Ch. 4. Win-win negotiation : expanding the pie -- Ch. 5. Developing a negotiating style -- Ch. 6. Establishing trust and building a relationship -- Ch. 7. Power, persuasion, and ethics -- Ch. 8. Creativity and problem solving in negotiations -- Ch. 9. Multiple parties, coalitions, and teams -- Ch. 10. Cross-cultural negotiations -- Ch. 11. Tacit negotiations and social dilemmas -- Ch. 12. Negotiating via information technology -- App. 1. Are you a rational person? : check yourself -- App. 2. Nonverbal communication and lie detection -- App. 3. Third-party intervention -- App. 4. Negotiating a job offer.
Summary: For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
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Holdings
Item type Current library Collection Call number Status Date due Barcode
Books Books Main library B7 COM | EC 658.4052 T.L.M (Browse shelf(Opens below)) Available 00014583
Books Books Main library B7 CO | EC 658.4052 T.L.M (Browse shelf(Opens below)) Available 00010922

Includes bibliographical references and indexes.

Ch. 1. Negotiation : the mind and the heart --
Ch. 2. Preparation : what to do before negotiation --
Ch. 3. Distributive negotiation : slicing the pie --
Ch. 4. Win-win negotiation : expanding the pie --
Ch. 5. Developing a negotiating style --
Ch. 6. Establishing trust and building a relationship --
Ch. 7. Power, persuasion, and ethics --
Ch. 8. Creativity and problem solving in negotiations --
Ch. 9. Multiple parties, coalitions, and teams --
Ch. 10. Cross-cultural negotiations --
Ch. 11. Tacit negotiations and social dilemmas --
Ch. 12. Negotiating via information technology --
App. 1. Are you a rational person? : check yourself --
App. 2. Nonverbal communication and lie detection --
App. 3. Third-party intervention --
App. 4. Negotiating a job offer.

For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.

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