KEY BENEFIT: 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.
KEY TOPICS: Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situations—such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally.
For attorneys, arbitrators, and other negotiators, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

From the Back Cover

The Mind and Heart of the Negotiator, Third 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.

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

"About this title" may belong to another edition of this title.

Store Description

Visit Seller's Storefront

Seller's business information

Gulf Coast Books, LLC
3092 LAKEVIEW RD, Memphis, TN, 38116, U.S.A.

Sale & Shipping Terms

Terms of Sale

Shipping Terms

Shipping rates within U.S.A.

Shipping rates within U.S.A.
Order quantity	4 to 8 business days	2 to 6 business days
First item	US$ 0.00	US$ 0.99

Delivery times are set by sellers and vary by carrier and location. Orders passing through Customs may face delays and buyers are responsible for any associated duties or fees. Sellers may contact you regarding additional charges to cover any increased costs to ship your items.