Normal view
MARC view
The mind and heart of the negotiator / Leigh L. Thompson.
Publication details: Boston : Pearson, c2012.Edition: 5th edDescription: xx, 412 p. : ill. ; 24 cmContent type:- text
- unmediated
- volume
- 9780132543866 (pbk.) :
- 0132543869 (pbk.) :
- HD58.6 .T478 2012
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, Persuasion, 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: Tacit Negotiations and 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
| Item type | Current library | Home library | Shelving location | Call number | Status | Barcode | |
|---|---|---|---|---|---|---|---|
Books
|
American University in Dubai | American University in Dubai | Main Collection | HD 58.6 .T478 2012 (Browse shelf(Opens below)) | Available | 5141900 |
Browsing American University in Dubai shelves, Shelving location: Main Collection Close shelf browser (Hides shelf browser)
| HD 58.6 .R342 2007 Negotiation analysis : the science and art of collaborative decision making / | HD 58.6 .S5 2015 The power of nice : how to negotiate so everyone wins--especially you! / | HD 58.6 .T478 2005 The mind and heart of the negotiator / | HD 58.6 .T478 2012 The mind and heart of the negotiator / | HD 58.6 .W566 2004 Winning negotiations that preserve relationships. | HD 58.7 .A33 1991 International dimensions of organizational behavior / | HD 58.7 .B3415 2005 Get them on your side / |
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, Persuasion, 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: Tacit Negotiations and 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
Includes bibliographical references and indexes.
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