The mind and heart of the negotiator /
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Upper Saddle River, N.J. :
Prentice Hall,
[2009]
|
| Edition: | 4th ed. |
| Subjects: |
Table of 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.