AUMELBAS281

The Mind and Heart of the Negotiator, Global Edition, 7th Edition

Leigh L. Thompson

The Mind and Heart of the Negotiator, Global Edition, 7th Edition

By Leigh L. Thompson
$65.00
In stock
Add to cart
Please note This item can only be purchased by people residing in Australia
Overview
Author
Leigh L. Thompson
Edition
7th
ISBN
9781292399447
Published Date
03/03/2021

For undergraduate and graduate-level business courses that cover the skills of negotiation.

The Mind and Heart of the Negotiator is dedicated to individuals who want to improve their ability to negotiate —whether in multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and real-world application. The 7th Edition contains new and updated exercises, statistics, and examples from business, politics, and personal life spanning the globe to illustrate effective, as well as ineffective, negotiation skills. Armed with these, students will be ready to improve their relational as well as economic outcomes.

The full text downloaded to your computer

With eBooks you can:

  • search for key concepts, words and phrases
  • make highlights and notes as you study
  • share your notes with friends

eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps.

Upon purchase, you'll gain instant access to this eBook.

Time limit

The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

Table of contents
  • Part I: Negotiation Essentials
  • Chapter 1: Negotiation: The Mind and the Heart
  • Chapter 2: Preparation: What to do Before Negotiation
  • Chapter 3: Distributive Negotiation: Claiming Value
  • Chapter 4: Integrative Negotiation: Expanding the Pie
  • Part II: Negotiation Skills
  • Chapter 5: Understanding Personality and Motivation
  • Chapter 6: Managing Emotions and Contentious Negotiations
  • Chapter 7: Establishing Trust and Building Relationships
  • Chapter 8: Power, Ethics, and Reputation
  • Chapter 9: Creativity, Problem Solving, and Learning in Negotiation
  • Part III: Complex Negotiations
  • Chapter 10: Multiple Parties, Coalitions, and Teams
  • Chapter 11: Cross-Cultural Negotiation
  • Chapter 12: Negotiating in a Virtual World
  • Appendix 1: Negotiating a Job Offer
  • Appendix 2: Third-Party Intervention