Title:
The mind and heart of the negotiator
Author:
Thompson, Leigh L.
ISBN:
9780138146566
9780131742277
Personal Author:
Edition:
4th ed.
Publication Information:
Upper Saddle River, N.J. ; Harlow : Pearson Education, ©2009.
Physical Description:
xviii, 411 pages : illustrations ; 24 cm
General Note:
Previous edition: 2005.
"Pearson international edition"--Cover.
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.
Abstract:
"At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills."--Www.amazon.com (Nov.5, 2010).
Electronic Access:
http://catdir.loc.gov/catdir/toc/ecip0824/2008032483.html