The Mind and Heart of the Negotiator
Pearson (Verlag)
978-0-13-814656-6 (ISBN)
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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.
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, Persuasion, 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 Tacit Negotiations and 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
| Erscheint lt. Verlag | 13.11.2008 |
|---|---|
| Sprache | englisch |
| Maße | 233 x 180 mm |
| Gewicht | 570 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management |
| ISBN-10 | 0-13-814656-X / 013814656X |
| ISBN-13 | 978-0-13-814656-6 / 9780138146566 |
| Zustand | Neuware |
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