| Record ID | ia:mindheartofnegot00thom |
| Source | Internet Archive |
| Download MARC XML | https://archive.org/download/mindheartofnegot00thom/mindheartofnegot00thom_marc.xml |
| Download MARC binary | https://www.archive.org/download/mindheartofnegot00thom/mindheartofnegot00thom_meta.mrc |
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003 OCoLC
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008 000516s2001 njua b 001 0 eng
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050 00 $aHD58.6$b.T478 2001
082 00 $a658.4/052$221
084 $aCV 4000$2rvk
084 $aCV 7500$2rvk
100 1 $aThompson, Leigh L.
245 14 $aThe mind and heart of the negotiator /$cLeigh L. Thompson.
250 $a2nd ed.
260 $aUpper Saddle River, N.J. :$bPrentice Hall,$cc2001.
300 $axxi, 378 p. :$bill. ;$c24 cm.
504 $aIncludes bibliographical references (p. 337-363) and indexes.
505 0 $aNegotiation : 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.
650 0 $aNegotiation in business.
650 07 $aPsychologie.$2swd
650 07 $aVerhandlungsführung.$2swd
856 41 $3Table of contents$uhttp://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=009180619&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
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