| 000 | 01493nam a22003378i 4500 | ||
|---|---|---|---|
| 999 |
_c4266 _d4266 |
||
| 001 | 216941214 | ||
| 005 | 20170328110356.0 | ||
| 008 | 080724s2009 njua b 001 0 eng | ||
| 010 | _a2008032483 | ||
| 020 | _a9780131742277 | ||
| 020 | _a0131742272 | ||
| 020 | _a9780138146566 | ||
| 020 | _a013814656x | ||
| 040 |
_aDLC _cDLC _dUtOrBLW _erda |
||
| 050 | 0 | 0 |
_aHD58.6 _b.T478 2009 |
| 082 | 0 | 0 |
_a658.4052 _222 _bT.L.M |
| 100 | 1 |
_aThompson, Leigh L., _916943 _eauthor |
|
| 245 | 1 | 4 |
_aThe mind and heart of the negotiator / _cLeigh L. Thompson. |
| 250 | _afourth edition | ||
| 264 | 1 |
_aUpper Saddle River, N.J. : _bPrentice Hall, _c[2009] |
|
| 264 | 4 | _c ©2009 | |
| 300 |
_axix, 411 pages : _billustrations ; _c24 cm |
||
| 336 |
_2rdacontent _atext |
||
| 337 |
_2rdamedia _aunmediated |
||
| 338 |
_2rdacarrier _avolume |
||
| 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. | |
| 650 | 0 | _aNegotiation. | |
| 942 |
_cBK _2ddc |
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