The mind and heart of the negotiator
By: Leigh L. Thompson.
Edition: 4th ed.
Publisher: Prentice Hall
Published: 2009
Place of publication: Upper Saddle River, N.J
Language: eng
ISBN-13: 9780131742277
Subjects: Negotiation in business; Negotiation
Notes: Includes index.
Table of contents: title: Negotiation : the mind and the heart; title: Preparation : what to do before negotiation; title: Distributive negotiation : slicing the pie; title: Win-win negotiation : expanding the pie; title: Developing a negotiating style; title: Establishing trust and building a relationship; title: Power, persuasion, and ethics; title: Creativity and problem solving in negotiations; title: Multiple parties, coalitions, and teams; title: Cross-cultural negotiation; title: Tacit negotiations and social dilemmas; title: Negotiating via information technology.