The Mind and Heart of the Negotiator 6th Edition by Leigh Thompson – Ebook PDF Instant Download/Delivery: 0133571777, 978-0133571776
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Product details:
ISBN 10: 0133571777
ISBN 13: 978-0133571776
Author: Leigh Thompson
For undergraduate and graduate-level business courses that cover the skills of negotiation. 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 program will provide a better teaching and learning experience–for you and your students. Here’s how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.
The Mind and Heart of the Negotiator 6th Table of contents:
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Introduction
- What Is Negotiation?
- The Nature of Negotiation: An Overview
- The Mind and Heart of Negotiators
- Key Themes and Goals of the Book
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Chapter 1: Negotiation Fundamentals
- The Structure of Negotiation
- The Negotiation Process: Preparation, Discussion, and Agreement
- Distributive vs. Integrative Bargaining
- Key Skills Every Negotiator Must Have
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Chapter 2: The Psychology of Negotiation
- Understanding Human Behavior in Negotiation
- Cognitive Biases and Their Impact on Decision Making
- The Role of Emotion in Negotiation
- Building Trust and Rapport
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Chapter 3: Negotiation Strategies
- Planning for Negotiation: Setting Goals and Limits
- Strategies for Distributive Bargaining
- Creating Value Through Integrative Bargaining
- Dealing with Difficult Negotiators
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Chapter 4: Communication in Negotiation
- The Role of Communication in Negotiation
- Verbal and Non-Verbal Communication Skills
- Effective Listening and Questioning Techniques
- Framing, Anchoring, and Persuasion
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Chapter 5: The Role of Power in Negotiation
- Understanding Power and Its Sources
- Power Imbalances in Negotiations
- How to Use Power Effectively
- The Impact of Power on Negotiation Outcomes
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Chapter 6: Culture and Negotiation
- The Influence of Culture on Negotiation Styles
- Cultural Differences in Communication and Decision Making
- Cross-Cultural Negotiation Strategies
- How to Prepare for Cross-Cultural Negotiations
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Chapter 7: Ethical Issues in Negotiation
- Understanding Ethics in Negotiation
- The Ethical Dilemmas Negotiators Face
- Balancing Strategy and Morality in Negotiation
- Ethical Decision-Making Models
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Chapter 8: Conflict Resolution and Negotiation
- Negotiating to Resolve Conflicts
- The Psychology of Conflict
- Conflict Management Styles
- Strategies for Negotiating Win-Win Solutions
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Chapter 9: Difficult Negotiations and Tactics
- Dealing with High-Pressure Negotiations
- Negotiating with Competitive or Hostile Parties
- Counteracting Common Negotiation Tactics
- Managing Impasse and Deadlock
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Chapter 10: Team Negotiations
- Negotiating as a Team
- Team Dynamics and Group Decision-Making
- Managing Multiple Parties in Negotiations
- Strategies for Coordinating Team Negotiations
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Chapter 11: The Art of Closing the Deal
- Recognizing the Right Time to Close
- Techniques for Closing the Deal
- Handling Final Offers and Concessions
- Creating Lasting Agreements
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Chapter 12: Negotiating in the Real World
- Case Studies in Negotiation
- Practical Negotiation Exercises
- Applying the Concepts to Real-World Scenarios
- Common Mistakes and How to Avoid Them
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Conclusion
- The Path to Becoming an Effective Negotiator
- Future Trends in Negotiation
- Summary of Key Concepts
- Final Thoughts on the Mind and Heart of Negotiation
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Appendices
- A. Key Terms in Negotiation
- B. Further Reading and Resources
- C. Index
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