The mind and heart of the negotiator / Leigh L. Thompson.
By: Thompson, Leigh L
.
Material type: 
TextPublisher: Upper Saddle River, N.J. : Prentice Hall, c2001Edition: 2nd ed.Bibliography: Includes bibliographical references (p. 337-363) and indexes.Description: xxi, 378 p. : ill. ; 24 cm.ISBN: 0130179647.Subject(s): Negotiation in businessDDC classification: 658.4/052 | Item type | Current library | Collection | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Two Weeks | Davenport Library Circulating Collection | Print-Circulating | 658.4052 T375 (Browse shelf(Opens below)) | Available | 34284003301157 |
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| 658.4052 Sa31 The global negotiator : making, managing, and mending deals around the world in the twenty-first century / | 658.4052 Sh22 The power of nice : how to negotiate so everyone wins--especially you! / | 658.4052 Su165 2010 Negotiauctions : new dealmaking strategies for a competitive marketplace / | 658.4052 T375 The mind and heart of the negotiator / | 658.4052 T499 Successful negotiating / | 658.4052 W565 2013 The art of negotiation : how to improvise agreement in a chaotic world / | 658.40520951 M331 The Chinese negotiator : how to succeed in the world's largest market / |
Includes bibliographical references (p. 337-363) and indexes.
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.
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