The Mind and Heart of the Negotiator, Global Edition

Leigh Thompson (Autor)

Buch | Softcover

432 Seiten

2014 | 6th edition
Pearson Education Limited (Verlag)
978-1-292-07333-0 (ISBN)

Infos

For undergraduate and graduate-level business courses that cover the skills of negotiation. 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. MyManagementLab not included.
Students, if MyManagementLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyManagementLab is not a self-paced technology and should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information. MyManagementLab is an online homework, tutorial, and assessment program that truly engages students in learning. It helps students better prepare for class, quizzes, and exams-resulting in better performance in the course-and provides educators a dynamic set of tools for gauging individual and class progress.

Inhalt

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

Produkt-Details

• Verlagsort: Harlow
• Sprache: englisch
• Maße: 179 x 234 mm
• Gewicht: 590 g
• Themenwelt: Schulbuch / Wörterbuch
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management
• ISBN-10: 1-292-07333-0 / 1292073330
• ISBN-13: 978-1-292-07333-0 / 9781292073330
• Zustand: Neuware