The mind and heart of the negotiator / Leigh L. Thompson

Author(s): Thompson, Leigh L
Location:
Retrieving Holdings Information
Subjects: Negotiation in business
Negotiation
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Edition: 4th ed
Published: Upper Saddle River, N.J. : Prentice Hall, c2009
LC Classification: H, HD
Table of Contents: Pt. I. Essentials of Negotiation 1
Ch. 1. Negotiation: The Mind and The Heart 1
Ch. 2. Preparation: What to Do Before Negotiation 12
Ch. 3. Distributive Negotiation: Slicing the Pie 40
Ch. 4. Win-Win Negotiation: Expanding the Pie 74
Pt. II. Advanced Negotiation Skills 96
Ch. 5. Developing a Negotiating Style 96
Ch. 6. Establishing Trust and Building a Relationship 128
Ch. 7. Power, Persuasion, and Ethics 159
Ch. 8. Creativity and Problem Solving in Negotiations 183
Pt. III. Applications and Special Scenarios 218
Ch. 9. Multiple Parties, Coalitions, and Teams 218
Ch. 10. Cross-Cultural Negotiations 258
Ch. 11. Tacit Negotiations and Social Dilemmas 292
Ch. 12. Negotiating Via Information Technology 319
App. 1. Are You a Rational Person? Check Yourself 338
App. 2. Nonverbal Communication and Lie Detection 358
App. 3. Third-Party Intervention 367
App. 4. Negotiating a Job Offer 375
Name Index 383
Subject Index 397
Notes: LCCN: 2008032483
ISBN: 9780131742277
ISBN: 0131742272
Includes bibliographical references and indexes
Contents: Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology
Physical Description: xix, 411 p. : ill. ; 24 cm
OCLC Number: 216941214
ISBN/ISSN: 9780131742277
0131742272

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