The mind and heart of the negotiator. ([2015])
- Record Type:
- Book
- Title:
- The mind and heart of the negotiator. ([2015])
- Main Title:
- The mind and heart of the negotiator
- Further Information:
- Note: Leigh L. Thompson.
- Authors:
- Thompson, Leigh L
- Contents:
- Part I Essentials of Negotiation Chapter 1 Negotiation: The Mind and The Heart Chapter 2 Preparation: What to Do Before Negotiation Chapter 3 Distributive Negotiation: Slicing the Pie Chapter 4 Win-Win Negotiation: Expanding the Pie Part II Advanced Negotiation Skills Chapter 5 Developing a Negotiating Style Chapter 6 Establishing Trust and Building a Relationship Chapter 7 Power, Gender, and Ethics Chapter 8 Creativity and Problem Solving in Negotiations Part III Applications and Special Scenarios Chapter 9 Multiple Parties, Coalitions, and Teams Chapter 10 Cross-Cultural Negotiation Chapter 11 Social Dilemmas Chapter 12 Negotiating Via Information Technology Appendices Appendix 1 Are You a Rational Person? Check Yourself Appendix 2 Nonverbal Communication and Lie Detection Appendix 3 Third-Party Intervention Appendix 4 Negotiating a Job Offer.
- Edition:
- Sixth, global edition
- Publisher Details:
- Boston : Pearson
- Publication Date:
- 2015
- Copyright Date:
- 2015
- Extent:
- 1 online resource (xxii, 410 pages), illustrations
- Subjects:
- 658.4052
Negotiation in business
Negotiation
Negotiating
Négociations (Affaires)
Négociations
Negotiation
Negotiation in business - Languages:
- English
- ISBNs:
- 9781292073347
1292073349 - Notes:
- Note: Includes bibliographical references and index.
- Access Rights:
- Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
- Access Usage:
- Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.
- View Content:
- Available online (eLD content is only available in our Reading Rooms) ↗
- Physical Locations:
- British Library HMNTS - ELD.DS.724915
- Ingest File:
- 14_047.xml