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The Mind and Heart of the Negotiator (2nd Edition)
Abstract
At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills.
Type
Book
Author(s)
Date Published
2001
Citations
Thompson, Leigh. 2001. The Mind and Heart of the Negotiator (2nd Edition). Upper Saddle River, NJ: Prentice Hall, 2nd edition.