Mind and Heart of the Negotiator, The, 5th Edition

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Category : Higher Education

Table of Contents

PART I: ESSENTIALS OF NEGOTIATION
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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