TY  - BOOK
AU  - Thompson,Leigh L.
TI  - The mind and heart of the negotiator
SN  - 9780132827669
U1  - 658.4052 22
PY  - 2012///]
CY  - Boston
PB  - Pearson
KW  - Negotiation in business
KW  - Negotiation
N1  - 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
N2  - 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
ER  -