An edition of The mind and heart of the negotiator
(2001)
The mind and heart of the negotiator
2nd ed.
by Leigh L. Thompson
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| Edition | Availability |
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1
The mind and heart of the negotiator
2001, Prentice Hall
in English
- 2nd ed.
0130179647 9780130179647
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Book Details
Table of 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.
Edition Notes
Includes bibliographical references (p. 337-363) and indexes.
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- Created July 28, 2011
- 3 revisions
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| July 22, 2019 | Edited by MARC Bot | remove fake subjects |
| August 12, 2011 | Edited by ImportBot | add ia_box_id to scanned books |
| July 28, 2011 | Created by ImportBot | Imported from Internet Archive item record |