Mind and Heart of the Negotiator, The: Pearson New International Edition


5e édition

The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate–whether in multimillion-dollar business deals or personal interactions. For undergraduate and graduate-level business courses that cover the skills of negotiation. Lire la suite

Delve into the mind and heart of the negotiator in order to enhance negotiation skills.

The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate–whether in multimillion-dollar business deals or personal interactions. 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.

This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.

For undergraduate and graduate-level business courses that cover the skills of negotiation.


VitalSource eBook (VitalBook) - En anglais 45,00 € DRM - Momentanément indisponible

Spécifications


Éditeur
Pearson Education
Édition
5
Auteur
Leigh Thompson,
Langue
anglais
Mots clés
manuel, ouvrage en anglais, VitalSource
Catégorie (éditeur)
Manuels et lecture complémentaires > Économie & Gestion > Management & RH
BISAC Subject Heading
BUS047000 BUSINESS & ECONOMICS / Negotiating
BIC subject category (UK)
KJN Business negotiation
Code publique Onix
05 Enseignement supérieur
Date de première publication du titre
01 novembre 2013
Subject Scheme Identifier Code
Classification thématique Thema: Négociation commerciale

VitalSource eBook


Date de publication
01 novembre 2013
ISBN-13
9781292036373
Ampleur
Nombre de pages de contenu principal : 402
Code interne
1292036370
Protection technique e-livre
DRM

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Sommaire


I Essentials of Negotiation
01. Negotiation: The Mind and the Heart
02. Preparation: What to Do before Negotiation
03. Developing a Negotiating Style 
04. Distributive Negotiation: Slicing the Pie
05. Win-Win Negotiation: Expanding the Pie

II Advanced Negotiation Skills 
06. Establishing Trust and Building a Relationship
07. Creativity and Problem Solving in Negotiations
08. Power, Persuasion, and Ethics

III Applications and Special Scenarios
09. Multiple Parties, Coalitions, and Teams
10. Cross-Cultural Negotiation
11. Tacit Negotiations and Social Dilemmas
12. Negotiating via Information Technology


Ressources Enseignant


En accès réservé, à télécharger

Instructor's Manual, Test Item File, PowerPoints

Compléments


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