The Mind and Heart of the Negotiator, Global Edition (häftad)
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The Mind and Heart of the Negotiator, Global Edition (häftad)

The Mind and Heart of the Negotiator, Global Edition

Häftad Engelska, 2014-11-27
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For undergraduate and graduate-level business courses that cover the skills of negotiation.


The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiatewhether 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 program will provide a better teaching and learning experience for you and your students. Heres how:

  Provide Students with Practical Real-World Examples:  Each chapter opens with a case study that illustrates a real business situation.

  Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals.

  Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.


MyManagementLab not included. Students, if MyManagementLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyManagementLab is not a self-paced technology and should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information.


MyManagementLab is an online homework, tutorial, and assessment program that truly engages students in learning. It helps students better prepare for class, quizzes, and examsresulting in better performance in the courseand provides educators a dynamic set of tools for gauging individual and class progress.


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Part I Essentials of Negotiation

Chapter 1 Negotiation: The Mind and The Heart

Chapter 2 Preparation: What to Do Before Negotiation

Chapter 3 Distributive Negotiation: Slicing the Pie

Chapter 4 Win-Win Negotiation: Expanding the Pie

Part II Advanced Negotiation Skills

Chapter 5 Developing a Negotiating Style

Chapter 6 Establishing Trust and Building a Relationship

Chapter 7 Power, Gender, and Ethics

Chapter 8 Creativity and Problem Solving in Negotiations

Part III Applications and Special Scenarios

Chapter 9 Multiple Parties, Coalitions, and Teams

Chapter 10 Cross-Cultural Negotiation

Chapter 11 Social Dilemmas

Chapter 12 Negotiating Via Information Technology


Appendix 1 Are You a Rational Person? Check Yourself

Appendix 2 Nonverbal Communication and Lie Detection

Appendix 3 Third-Party Intervention

Appendix 4 Negotiating a Job Offer