Leigh L. Thompson The Mind and Heart of the Negotiator.4 edition

The Mind and Heart of the Negotiator.4 edition

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"The Mind and Heart of the Negotiator" 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.
  • Effective preparation
  • Navigating the tension between cooperation and competition
  • Claiming resources
  • Expanding the pie of resources
  • Effective cross-cultural negotiation motivational, emotional, and disputing style
  • Assessing and developing an effective
  • Negotiating via information technology
  • Testing your own rationality and judgment
  • Building trust and relationships
  • Reading nonverbal behavior and deception
  • Increasing your power and influence
  • Strategies for dealing with third parties
  • Improving your creative thinking
  • Negotiating a job offer
  • Dealing with multiple parties, coalitions, constituents, and agents