Book description
At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. KEY TOPICS: This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. MARKET: For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills.
Table of contents
- Copyright
- Prentice Hall Business Publishing Management Titles for 2001
- Preface to the New Edition
- Preface
-
Essentials of Negotiation
- Negotiation: The Mind and the Heart
- Preparation: What to Do Before Negotiation
- Distributive NegotiatioN: Slicing the Pie
-
Win-Win Negotiation: Expanding the Pie
- What Is Win-Win Negotiation Anyway?
- Telltale Signs of Win-Win Potential
- A Pyramid Model
- Most Common Pie-Expanding Errors
- Strategies That Do Not Really Work
- Strategies That Work
- An Application of Integrative Strategies
- A Strategic Framework for Reaching Integrative Agreements
- Do Not Forget about Claiming
- Conclusion
- Advanced Negotiation Skills
- Applications and Special Scenarios
- References
Product information
- Title: Mind and Heart of the Negotiator, Second Edition, The
- Author(s):
- Release date: October 2000
- Publisher(s): Pearson
- ISBN: 0130179647
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