000			02165cam a2200397 a 4500
001			38250
003			AE-DuAU
005			20241127174154.0
008			110408s2012 maua b 001 0 eng
010			_a 2011014992
020			_a9780132543866 (pbk.) : _c128.40
020			_a0132543869 (pbk.) : _c128.40
040			_aDLC _cDLC _dYDX _dYDXCP _dBWX _dONS _dDLC
042			_apcc
050	0	0	_aHD58.6 _b.T478 2012
069			_a09489561
090			_aHD 58.6 .T478 2012
100	1		_aThompson, Leigh L. _9145175
245	1	4	_aThe mind and heart of the negotiator / _cLeigh L. Thompson.
250			_a5th ed.
260			_aBoston : _bPearson, _cc2012.
300			_axx, 412 p. : _bill. ; _c24 cm.
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
505	0		_aPART 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
504			_aIncludes bibliographical references and indexes.
650		0	_aNegotiation in business. _928031
650		0	_aNegotiation. _911524
852	1		_9P128.40usd
907			_a38250 _b03-20-13 _c03-18-13
942			_cBOOK _01
998			_aaudmc _b03-18-13 _cm _da _e- _feng _gmau _h4
945			_g1 _i5141900 _j0 _laudmc _o- _p471.87 _q- _r- _s- _t1 _u1 _v5 _w1 _x0 _yi14908608 _z03-18-13
999			_c38250 _d38250