Mind and Heart of the Negotiator, The, Glo...

Cover: 9781292399461 | The Mind and Heart of the Negotiator [Global Edition] | Leigh Thompson

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Beschreibung

For undergraduate and graduate-level business courses that coverthe skills of [...] into the mind and heart of the negotiator to enhance yournegotiation skillsThe 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 [...] 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 [...] with these, students will be ready to improve their relational as well aseconomic outcomes.

Über den Autor

Leigh L. Thompson joined the Kellogg School ofManagement in 1995. She is the J. Jay Gerber Distinguished Professor of DisputeResolution and Organizations. She directs the Leading High Impact Teamsexecutive program and the Kellogg Team and Group Research Center and co-directsthe Negotiation Strategies for Managers program. An active scholar andresearcher, she has published over 120 research articles and chapters and hasauthored 11 books, including Making the Team (6th Edition);Creativity and Innovation in Organizational Teams; Shared Knowledge inOrganizations; Negotiation: Theory and Research; Creative Conspiracy: The NewRules of Breakthrough Collaboration; Stop Spending, Start Managing; The SocialPsychology of Organizational Behavior: Essential Reading; OrganizationalBehavior Today; The Truth about Negotiations (2nd Edition); and Conflictin Organizational Groups. Thompson has worked with private and publicorganizations in the U.S., Latin America, Canada, Europe, and the Middle [...] teaching style combines experiential learning with theory-driven bestpractices. For more information about Leigh Thompson’s teaching and research,please visit [...].

Inhaltsverzeichnis

PART I: NEGOTIATION ESSENTIALS

1. Negotiation: The Mind and the Heart

2. Preparation: What to Do Before Negotiation

3. Distributive Negotiation: Claiming Value

4. Integrative Negotiation: Expanding the Pie

PART II: NEGOTIATION SKILLS

5. Understanding Personality and Motivation

6. Managing Emotions and Contentious Negotiations

7. Establishing Trust and Building Relationships

8. Power, Ethics, & Reputation

9. Creativity, Problem-Solving, and Learning in Negotiation

PART III: COMPLEX NEGOTIATIONS

10. Multiple Parties, Coalitions, and Teams

11. Cross-Cultural Negotiation

12. Negotiating in a Virtual World

APPENDICES

Appendix 1: Negotiating a Job Offer

Appendix 2: Third-Party Intervention

Details

Erscheinungsjahr:	2021
Fachbereich:	Management
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	368 S.
ISBN-13:	9781292399461
ISBN-10:	1292399465
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Thompson, Leigh Thompson, Leigh L.
Auflage:	7. Auflage
Hersteller:	Pearson
Verantwortliche Person für die EU:	Pearson Studium im Verlag Pearson Benelux B.V. Zweigniederla, Sankt-Martin-Str. 82, D-81541 München, buchhandel@pearson.com
Maße:	235 x 178 x 20 mm
Von/Mit:	Leigh Thompson (u. a.)
Erscheinungsdatum:	06.07.2021
Gewicht:	0,64 kg