The mind and heart of the negotiator. ([2015])

• Record Type: Book
• 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.