The mind and heart of the negotiator
"The Mind and Heart of the Negotiator, Second Edition, is for managers, executives, and leaders - anyone who has to negotiate with other people to attain their objectives. The Mind and Heart of the Negotiator provides managers with proven solutions to many tough negotiation challenges."--J...
| Other Authors: | |
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| Format: | eBook |
| Language: | Inglés |
| Published: |
Upper Saddle River, N.J. :
Prentice Hall
c2001.
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| Edition: | 2nd edition |
| Subjects: | |
| See on Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627257706719 |
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.
