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Product Identifiers

PublisherPearson Education

ISBN-100133571777

ISBN-139780133571776

eBay Product ID (ePID)201695000

Product Key Features

Number of Pages432 Pages

Publication NameMind and Heart of the Negotiator

LanguageEnglish

Publication Year2014

SubjectCommunication Studies, Negotiating

TypeTextbook

AuthorLeigh Thompson

Subject AreaLanguage Arts & Disciplines, Business & Economics

FormatTrade Paperback

Dimensions

Item Height1 in

Item Weight23.4 Oz

Item Length9 in

Item Width7 in

Additional Product Features

Edition Number6

Intended AudienceCollege Audience

LCCN2014-004868

TitleLeadingThe

Dewey Edition21

Dewey Decimal658.4/052

Table Of ContentPart I Essentials of Negotiation 1 Chapter 1 Negotiation: The Mind and The Heart 1 Chapter 2 Preparation: What to Do Before Negotiation 12 Chapter 3 Distributive Negotiation: Slicing the Pie 38 Chapter 4 Win-Win Negotiation: Expanding the Pie 69 Part II Advanced Negotiation Skills 91 Chapter 5 Developing a Negotiating Style 91 Chapter 6 Establishing Trust and Building a Relationship 122 Chapter 7 Power, Gender, and Ethics 149 Chapter 8 Creativity and Problem Solving in Negotiations 173 Part III Applications and Special Scenarios 208 Chapter 9 Multiple Parties, Coalitions, and Teams 208 Chapter 10 Cross-Cultural Negotiation 245 Chapter 11 Social Dilemmas 278 Chapter 12 Negotiating Via Information Technology 308 Appendices Appendix 1 Are You a Rational Person? Check Yourself 328 Appendix 2 Nonverbal Communication and Lie Detection 349 Appendix 3 Third-Party Intervention 360 Appendix 4 Negotiating a Job Offer 369

SynopsisThe 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. KEY TOPICS: 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 For attorneys, arbitrators, and other negotiators, and many other professionals. This text weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior., 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., 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. "

LC Classification NumberHD58.6.T478 2014