The Mind and Heart of the Negotiator
United States Edition
4th Edition
Published on 13. November 2008
Book
Paperback/Softback
432 pages
978-0-13-174227-7 (ISBN)
Description
For undergraduate and graduate-level business courses that cover the skills of negotiation.
This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.
More details
Edition
4th edition
Language
English
Place of publication
United States
Publishing group
Pearson Education (US)
Target group
Professional and scholarly
Dimensions
Height: 235 mm
Width: 178 mm
Weight
600 gr
ISBN-13
978-0-13-174227-7 (9780131742277)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Leigh Thompson
The Mind and Heart of the Negotiator
Book
09/2011
5th Edition
Pearson
€114.07
Article exhausted; check for reprint
Previous edition
Book
07/2004
3rd Edition
Pearson
€61.99
Article exhausted; check for reprint
Content
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
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