The mind and heart of the negotiator
By: THOMPSON, Leigh L
.
Material type: 
BookPublisher: New Jersey : Pearson Prentice Hall, 2005Edition: 3 ed.Description: 434 p.ISBN: 0131407384.Subject(s): Negociação | Racionalização Administrativa| Item type | Current location | Collection | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|---|
| Livro Geral | Biblioteca Graciliano Ramos | Livro Geral | 2.15T4681m (Browse shelf) | 1 | Available | 10009869 |
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
Click on an image to view it in the image viewer
There are no comments for this item.