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The Mind and Heart of the Negotiator, 7th edition

  • Leigh Thompson

Published by Pearson (January 1st 2019) - Copyright © 2020

7th edition

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Pearson eText The Mind and Heart of the Negotiator -- Instant Access

ISBN-13: 9780135641262

Includes: eText (12-month access)
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Overview

The Mind and Heart of the Negotiator explains what to do and what to avoid at the bargaining table — whether in multimillion-dollar business deals or personal interactions.

Pearson eText is an easy-to-use digital textbook that you can read online or offline. Make it your own by adding highlights and notes, and learn on the go with the mobile app. At the end of your subscription, you can opt to renew access to your eText and personalized notes.

Table of contents

PART I: NEGOTIATION ESSENTIALS

1. Negotiation: The Mind and the Heart 

2. Preparation: What to Do Before Negotiation 

3. Distributive Negotiation: Claiming Value

4. Integrative Negotiation: Expanding the Pie 

 

PART II: NEGOTIATION SKILLS  

5. Understanding Personality and Motivation 

6. Managing Emotions and Contentious Negotiations         

7. Establishing Trust and Building Relationships 

8. Power, Ethics, & Reputation  

9. Creativity, Problem-Solving, and Learning in Negotiation 

 

PART III: COMPLEX NEGOTIATIONS

10. Multiple Parties, Coalitions, and Teams 

11. Cross-Cultural Negotiation 

12. Negotiating in a Virtual World

 

APPENDICES

Appendix 1: Negotiating a Job Offer 

Appendix 2: Third-Party Intervention

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