Mind And Heart Of The Negotiator 5th Edition Thompson Solutions Manual

Mind And Heart Of The Negotiator 5th Edition Thompson Solutions Manual

Product details:

• ISBN-10 ‏ : ‎ 0132543869
• ISBN-13 ‏ : ‎ 978-0132543866
• Author: Leigh Thompson

The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate–whether in multimillion-dollar business deals or personal interactions. 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.

Table contents:

1. Negotiation: The Mind and the Heart
2. Preparation: What to Do before Negotiation
3. Distributive Negotiation: Slicing the Pie
4. Win-Win Negotiation: Expanding the Pie
5. Developing a Negotiating Style
6. Establishing Trust and Building a Relationship
7. Power, Persuasion, and Ethics
8. Creativity and Problem Solving in Negotiations
9. Multiple Parties, Coalitions, and Teams
10. Cross-Cultural Negotiation
11. Tacit Negotiations and Social Dilemmas
12. Negotiating via Information Technology

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