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The mind and heart of the negotiator

Thompson, Leigh L.

http://catdir.loc.gov/catdir/toc/ecip0824/2008032483.html

Format:

Books

Publication Date

2009

Excerpt:

-- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem

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Leverage : how to get it and how to keep it in any negotiation

Volkema, Roger J.

Format:

Books

Publication Date

2006

Excerpt:

challenge -- Leverage, uncertainty, and risk -- Leverage and ethics -- Managing emotions -- Negotiating in

Available: Copies:

Essentials of negotiation

Lewicki, Roy J.

Table of contents http://catdir.loc.gov/catdir/toc/mh031/2003051035.html
Publisher description http://catdir.loc.gov/catdir/description/mh031/2003051035.html

Format:

Books

Publication Date

2004

Excerpt:

, cognition, and communication -- Finding and using negotiation leverage -- Ethics in negotiation -- Global

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Negotiation : readings, exercises, and cases

Lewicki, Roy J.

Table of contents http://catdir.loc.gov/catdir/toc/mh021/2002024635.html
Contributor biographical information http://catdir.loc.gov/catdir/enhancements/fy0737/2002024635-b.html
Publisher description http://catdir.loc.gov/catdir/description/mh022/2002024635.html

Format:

Books

Publication Date

2003

Excerpt:

-- Finding Negotiation Leverage -- Ethics in Negotiation -- Social Context -- Coalitions, Multiple Parties

Available: Copies:

Negotiation

Lewicki, Roy J.

Table of contents http://catdir.loc.gov/catdir/toc/mh022/99010103.html
Table of contents http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=015163430&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
Contributor biographical information http://catdir.loc.gov/catdir/bios/mh042/99010103.html
Publisher description http://catdir.loc.gov/catdir/description/mh023/99010103.html

Format:

Books

Publication Date

1999

Excerpt:

, and Cognitive Biases -- Chapter 6 Finding and Using Negotiation Leverage -- Chapter 7 Ethics in

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