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Digital file of Mind and Heart of the Negotiator, The, 4th Edition for sale
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Category : Higher Education
PART I: ESSENTIALS OF NEGOTIATION Table of Contents
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, Persuasion, 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 Tacit Negotiations and Social Dilemmas
Chapter 12 Negotiating via Information Technology
APPENDICES
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
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