The mind and heart of the negotiator
Leigh L. Thompson.
Bok Engelsk 2001 · Electronic books.
| Utgitt | Upper Saddle River, N.J. : : Prentice Hall, , c2001.
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| Omfang | 1 online resource (xxi, 378 p. ) : ill. ;
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| Utgave | 2nd ed.
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| Opplysninger | Bibliographic Level Mode of Issuance: Monograph. - 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.. - "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."--Jacket.
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| Emner | |
| Sjanger | |
| Dewey | |
| ISBN | 0130179647
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