The mind and heart of the negotiator
By: Leigh L. Thompson
Edition: 2nd ed.
Publisher: Prentice Hall
Published: 2001
Place of publication: Upper Saddle River, N.J
Language: eng
Number of pages: 378
ISBN-13: 9780130179647
Subjects: Negotiation in business; Verhandlungsführung; Psychologie
Notes: Includes bibliographical references (p. 337-363) and indexes.
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.