THOMPSON, Leigh L <br/><br/>
The mind and heart of the negotiator 

 - 3 ed 
 - New Jersey :  Pearson Prentice Hall,  2005 
 - 434 p. 
<br/><br/> 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 
<br/><br/><label>ISBN: </label>0131407384 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negociação<br/>Racionalização Administrativa