Mind and Heart of the Negotiator, The

Leigh L. Thompson

For undergraduate and graduate-level business courses that cover the skills of negotiation.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.
  • Limba : Engleza
  • Cuprins : 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, Persuasion, 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 1
  • Data Publicarii : 2009
  • Editie : 4
  • Format : Paperback
  • Numar pagini : 432
  • ISBN : 9780138146566
Rating:
154.99 Lei (-32%)
104.99 Lei
Disponibilitate : In stoc

Acest produs se afla in depozitul okian.ro din Brasov si este livrabil imediat.