The Mind and Heart of the Negotiator, 4th Edition
The Mind and Heart of the Negotiator,Third Edition,is for managers, executives, and leaders—anyone who has to negotiate with other people to attain their objectives.The Mind and Heart of the Negotiatorprovides managers with proven solutions to many tough negotiation challenges.Effective preparationClaiming resourcesExpanding the pie of resourcesAssessing and developing an effective motivational, emotional, and disputing styleBuilding trust and relationshipsIncreasing your power and influenceImproving your creative thinkingDealing with multiple parties, coalitions, constituents, and agentsNavigating the tension between cooperation and competitionEffective cross-cultural negotiationNegotiating via information technologyTesting your own rationality and judgmentReading nonverbal behavior and deceptionStrategies for dealing with third partiesNegotiating a job offer--This text refers to an out of print or unavailable edition of this title.