TY  - BOOK
AU  - Thompson,Leigh L.
TI  - The mind and heart of the negotiator
SN  - 9780131742277
AV  - HD58.6 .T478 2009
U1  - 658.4052 22
PY  - 2009///]
CY  - Upper Saddle River, N.J.
PB  - Prentice Hall
KW  - Negotiation in business
KW  - Negotiation
N1  - 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
ER  -