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Instruction Manual for The Mind and Heart of the Negotiator 6th Global Edition by Leigh L Thompson ISBN 1292073330 978-1292073347

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Product details:

ISBN 10: 1292073330
ISBN 13: 978-1292073347
Author: Leigh L. Thompson

 This work takes a social-psychological approach to negotiation. It aims to provide the reader with the tools for understanding both the basics and complexities of negotiation. The book also combines principles, theories, applications, and research.

Table of contents:

  • Part I Essentials of Negotiation
  • 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
  •  
    • Part II Advanced Negotiation Skills
  • Chapter 5 Developing a Negotiating Style
  • Chapter 6 Establishing Trust and Building a Relationship
  • Chapter 7 Power, Gender, and Ethics
  • Chapter 8 Creativity and Problem Solving in Negotiations
  •  
    • Part III Applications and Special Scenarios
  • Chapter 9 Multiple Parties, Coalitions, and Teams
  • Chapter 10 Cross-Cultural Negotiation
  • Chapter 11 Social Dilemmas
  • Chapter 12 Negotiating Via Information Technology
  •  
    • Appendices
  • 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

The Mind and Heart of the Negotiator 6th Global Edition 

The Mind and Heart of the Negotiator Leigh L Thompson

the Negotiator Leigh L Thompson

The Mind and Heart of the Negotiator

 

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