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Mind and Heart of the Negotiator, The, 5th Edition

By Leigh Thompson

Published by Prentice Hall

Published Date: Jul 25, 2011


Delve into the mind and heart of the negotiator in order to enhance negotiation skills.

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.

This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.

Table of Contents

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   
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   
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   
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

This title is also sold in the various packages listed below. Before purchasing one of these packages, speak with your professor about which one will help you be successful in your course.

Package ISBN-13: 9780133062885

Includes this title packaged with:

  • Business Ethics: Concepts and Cases, 7th Edition
    Manuel G. Velasquez

$279.60 | Add to Cart

Package ISBN-13: 9780133124606

Includes this title packaged with:

  • Conflict Management: A Practical Guide to Developing Negotiation Strategies
    Barbara A. Budjac Corvette

$179.67 | Add to Cart

Purchase Info

ISBN-10: 0-13-254386-9

ISBN-13: 978-0-13-254386-6

Format: Book

$164.60 | Free Ground Shipping.

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