AL MOMENTO ESAURITO
Informazioni su questo prodotto
Product Identifiers
PublisherPrentice Hall PTR
ISBN-100131407384
ISBN-139780131407381
eBay Product ID (ePID)30537075
Product Key Features
Number of Pages456 Pages
LanguageEnglish
Publication NameMind and Heart of the Negotiator
Publication Year2004
SubjectCommunication Studies, Negotiating
TypeTextbook
Subject AreaLanguage Arts & Disciplines, Business & Economics
AuthorLeigh L. Thompson
FormatTrade Paperback
Dimensions
Item Height0.4 in
Item Weight21.9 Oz
Item Length9.3 in
Item Width7 in
Additional Product Features
Edition Number3
Intended AudienceCollege Audience
LCCN2004-044617
TitleLeadingThe
Dewey Edition23
IllustratedYes
Dewey Decimal658.4052
Table Of ContentI. ESSENTIALS OF NEGOTIATION. 1. Negotiation: The Mind and the Heart. 2. Preparation: What to Do Before Negotiation. 3. Distributive Negotiation: Slicing the Pie. 4. Win-Win Negotiation: Expanding the Pie. II. ADVANCED NEGOTIATION SKILLS. 5. Developing a Negotiating Style. 6. Establishing Trust and Building a Relationship. 7. Power, Persuasion, and Ethics. 8. Creativity and Problem Solving in Negotiations. III. APPLICATIONS AND SPECIAL SCENARIOS. 9. Multiple Parties, Coalitions, and Teams. 10. Cross-Cultural Negotiation. 11. Tacit Negotiations and Social Dilemmas. 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. References. Subject Index. Author Index.
SynopsisFor undergraduate/graduate-level business courses that cover the skills of negotiation. This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior., For business courses that cover skills of negotiation, this text provides a view of what to do and what to avoid at the bargaining table, based on research findings. It presents an overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators.
LC Classification NumberHD58.6.T478 2004
