The Mind and Heart of the Negotiator, 4th Edition
118.67
USD
Book Details
Author(s)
Leigh L. Thompson
Publisher
Prentice Hall
ISBN / ASIN
0131742272
ISBN-13
9780131742277
Sales Rank
#83,683
Category
Business & Economics
Marketplace
United States 🇺🇸
Description
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.
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.
