TY  - BOOK
AU  - Thompson,Leigh L.
TI  - The mind and heart of the negotiator
SN  - 9780132543866 (pbk.) :
AV  - HD58.6 .T478 2012
PY  - 2012///
CY  - Boston
PB  - Pearson
KW  - Negotiation in business
KW  - Negotiation
N1  - Includes bibliographical references and indexes; 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
ER  -