The mind and heart of the negotiator / Leigh L. Thompson.
At last, a negotiation book that 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, The Mind and Heart of the Negotiator presents a unified,...
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| Online Access: |
Full Text (via O'Reilly/Safari) |
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| Main Author: | |
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| Format: | eBook |
| Language: | English |
| Published: |
[Place of publication not identified] :
Pearson,
2000.
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| Edition: | 2nd edition. |
| Subjects: |
| Summary: | At last, a negotiation book that 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, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. KEY TOPICS: This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. MARKET: For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills. |
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| Physical Description: | 1 online resource (378 pages) |
| ISBN: | 9780130179647 0130179647 |
| Source of Description, Etc. Note: | Online resource; Title from title page (viewed October 6, 2000). |
| Issuing Body Note: | Made available through: Safari, an O'Reilly Media Company. |