The mind and heart of the negotiator / Leigh L. Thompson.

By:

Thompson, Leigh L

Publication details: Upper Saddle River, N.J. : Prentice Hall, c2012.Edition: 5th edDescription: 432p. : ill. ; 24 cmISBN:

9780132827669
0132827662

Subject(s):

LOC classification:

HD58.6.T478 2012

Online resources:

Table of contents only

Contents:

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.

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Holdings
Item type	Current library	Collection	Call number	Status	Barcode
BOOK	Strathmore University (Main Library) Open Shelf	BOOK	HD58.6.T478 2012	Available	82237
BOOK	General Collection Open Shelf	BOOK	HD58.6.T478 2012	Available	82238
BOOK	General Collection Open Shelf	BOOK	HD58.6.T478 2012	Available	82239
BOOK	Strathmore University (Main Library) Open Shelf	BOOK	HD58.6.T478 2012	Available	82240
BOOK	General Collection Open Shelf	BOOK	HD58.6.T478 2012	Available	82241

Total holds: 0

Includes bibliographical references and indexes.

PART I:ESSENTIALS OF NEGOTIATION;
PART II: ADVANCED NEGOTIATION SKILLS;
PART III: APPLICATIONS AND SPECIAL SCENARIOS.

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