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Mind and Heart of the Negotiator, The, Global Edition

Paperback Engels 2021 9781292399461
Verwachte levertijd ongeveer 9 werkdagen

Samenvatting

Thist itle is a Pearson Global Edition. The Editorial team at Pearson has workedclosely with educators around the world to include content which is especiallyrelevant to students outside the United States.

For undergraduate and graduate-level business courses that coverthe skills of negotiation.

Delve into the mind and heart of the negotiator to enhance yournegotiation skills

The Mind and Heart of the Negotiator isdedicated to individuals who want to improve their ability to negotiate—whetherin multimillion-dollar business deals or personal interactions. This textexplains what to do and what to avoid at the bargaining table, facilitated byan integration of theory, scientific research, and real-world application.The 7th Edition contains new and updated exercises,statistics, and examples from business, politics, and personal life spanningthe globe to illustrate effective, as well as ineffective, negotiation skills.Armed with these, students will be ready to improve their relational as well aseconomic outcomes.

Specificaties

ISBN13:9781292399461
Taal:Engels
Bindwijze:Paperback

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Inhoudsopgave

<p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">PART I: NEGOTIATION ESSENTIALS</span><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;"></span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">1. Negotiation: The Mind and the Heart&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">2. Preparation: What to Do Before Negotiation&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">3. Distributive Negotiation: Claiming Value</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">4. Integrative Negotiation: Expanding the Pie&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">PART II: NEGOTIATION SKILLS&nbsp;&nbsp;</span><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;"></span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">5. Understanding Personality and Motivation&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">6. Managing Emotions and Contentious Negotiations&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">7. Establishing Trust and Building Relationships&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">8. Power, Ethics, &amp; Reputation&nbsp;&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">9. Creativity, Problem-Solving, and Learning in Negotiation&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">PART III: COMPLEX NEGOTIATIONS</span><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;"></span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">10. Multiple Parties, Coalitions, and Teams&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">11. Cross-Cultural Negotiation&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">12. Negotiating in a Virtual World</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">APPENDICES</span><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;"></span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">Appendix 1: Negotiating a Job Offer&nbsp;</span></p> <p class="MsoNormal"><span style="font-size: 11.0pt;font-family: Calibri , sans-serif;">Appendix 2: Third-Party Intervention</span></p>

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        Mind and Heart of the Negotiator, The, Global Edition