The Mind and Heart of the Negotiator

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		The Mind and Heart of the Negotiator
		The Mind and Heart of the Negotiator

For undergraduate and graduate-level business courses that cover the skills of negotiation. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate-whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This program will provide a better teaching and learning experience - for you and your students. Here's how: * Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. * Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. * Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text. MyManagementLab not included. Students, if MyManagementLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyManagementLab is not a self-paced technology and should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information. MyManagementLab is an online homework, tutorial, and assessment program that truly engages students in learning. It helps students better prepare for class, quizzes, and exams-resulting in better performance in the course-and provides educators a dynamic set of tools for gauging individual and class progress.

目录

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, Gender, 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 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

网友对The Mind and Heart of the Negotiator的评论

Per my professor, nothing has changed between 4th, 5th, & 6th editions. Publisher is producing unethical reprints. Just buy an older version.

I was required to order this book for a college course I am taking and found this book to be very helpful. It provides a solid base of information for students learning about negotiation. It describes in detail the different theories, techniques and terms that are required to became a negotiator. It is a great value for a college student who wants to rent their books.

I purchased this as a text book and paid a text book price. The author is thorough in her presentation of negotiation, however her examples are bias, incomplete in their explanation, and in some cases do not match what the author is trying to convey. I think the editors failed her.

This text was required for my MBA Negotiations class, however, it has been written in a manner that it offers great information for anybody wishing to improve their negotiating skills. It is up to date in its many real-world examples.

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