The Mind and Heart of the Negotiator by Leigh L Thompson 2004

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Item specifics

Condition
Very Good: A book that has been read but is in excellent condition. No obvious damage to the cover, ...
ISBN
9780131407381
Category

About this product

Product Identifiers

Publisher
Prentice Hall PTR
ISBN-10
0131407384
ISBN-13
9780131407381
eBay Product ID (ePID)
30537075

Product Key Features

Number of Pages
456 Pages
Publication Name
Mind and Heart of the Negotiator
Language
English
Subject
Communication Studies, Negotiating
Publication Year
2004
Type
Textbook
Author
Leigh L. Thompson
Subject Area
Language Arts & Disciplines, Business & Economics
Format
Trade Paperback

Dimensions

Item Height
0.4 in
Item Weight
21.9 Oz
Item Length
9.3 in
Item Width
7 in

Additional Product Features

Edition Number
3
Intended Audience
College Audience
LCCN
2004-044617
Dewey Edition
23
TitleLeading
The
Illustrated
Yes
Dewey Decimal
658.4052
Table Of Content
I. ESSENTIALS OF NEGOTIATION. 1. Negotiation: The Mind and the Heart. 2. Preparation: What to Do Before Negotiation. 3. Distributive Negotiation: Slicing the Pie. 4. Win-Win Negotiation: Expanding the Pie. II. ADVANCED NEGOTIATION SKILLS. 5. Developing a Negotiating Style. 6. Establishing Trust and Building a Relationship. 7. Power, Persuasion, and Ethics. 8. Creativity and Problem Solving in Negotiations. III. APPLICATIONS AND SPECIAL SCENARIOS. 9. Multiple Parties, Coalitions, and Teams. 10. Cross-Cultural Negotiation. 11. Tacit Negotiations and Social Dilemmas. 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. References. Subject Index. Author Index.
Synopsis
For undergraduate/graduate-level business courses that cover the skills of negotiation. This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior., For business courses that cover skills of negotiation, this text provides a view of what to do and what to avoid at the bargaining table, based on research findings. It presents an overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators.
LC Classification Number
HD58.6.T478 2004

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