The mind and heart of the negotiator
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| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Upper Saddle River, NJ [u.a.]
Pearson, Prentice Hall
2005
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| Ausgabe: | 3. ed., internat. ed. |
| Schlagworte: | |
| Online-Zugang: | Klappentext Inhaltsverzeichnis |
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| 100 | 1 | |a Thompson, Leigh L. |d 1960- |e Verfasser |0 (DE-588)136269435 |4 aut | |
| 245 | 1 | 0 | |a The mind and heart of the negotiator |c Leigh L. Thompson |
| 250 | |a 3. ed., internat. ed. | ||
| 264 | 1 | |a Upper Saddle River, NJ [u.a.] |b Pearson, Prentice Hall |c 2005 | |
| 300 | |a XXI, 434 S. |b Ill., graph. Darst. |c 24 cm | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references (p. 362-400) and indexes | ||
| 650 | 4 | |a Negotiation in business | |
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Datensatz im Suchindex
| _version_ | 1804136829672226817 |
|---|---|
| adam_text | Brief Contents
PART I: ESSENTIALS OF NEGOTIATION
1
Chapter
1
Negotiation: The Mind and the Heart
1
Chapter
2
Preparation: What to Do Before Negotiation
13
Chapter
3
Distributive Negotiation: Slicing the Pie
40
Chapter
4
Win-Win Negotiation: Expanding the Pie
69
PARTII:
ADVANCED NEGOTIATION SKILLS
91
Chapter
5
Developing a Negotiating Style
91
Chapter
6
Establishing Trust and Building a Relationship
123
Chapter
7
Power, Persuasion, and Ethics
151
Chapter
8
Creativity and Problem Solving in Negotiations
174
PART 111: APPLICATIONS AND SPECIAL SCENARIOS
206
Chapter
9
Multiple Parties, Coalitions, and Teams
206
Chapter
10
Cross-Cultural Negotiation
242
Chapter
11
Tacit Negotiations and Social Dilemmas
273
Chapter
12
Negotiating via Information Technology
303
APPENDICES
320
Appendix
1
Appendix
2
Are You a Rational Person? Check Yourself
320
Nonverbal Communication and Lie Detection
340
Appendix
3
Third-Party Intervention
348
Appendix
4
Negotiating a Job Offer
354
The Mind and Heart
of the Negotiator
Leigh L· Thompson
The Mind and Heart of the Negotiator, Third Edition, is for managers, executives, and leaders-
anyone who has to negotiate with other people to attain their objectives. The Mind and Heart of
the Negotiator provides managers with proven solutions to many tough negotiation challenges.
•
Effective preparation
•
Claiming resources
•
Expanding the pie of resources
•
Assessing and developing an effective motivational, emotional, and disputing style
•
Building trust and relationships
>■
•
Increasing your power and influence
•
Improving your creative thinking
•
Dealing with multiple parties, coalitions, constituents, and agents
•
Navigating the tension between cooperation and competition
•
Effective cross-cultural negotiation
•
Negotiating via information technology
•
Testing your own rationality and judgment
•
Reading nonverbal behavior and deception
•
Strategies for dealing with third parties
•
Negotiating a job offer
Leigh L. Thompson
Leigh L. Thompson is the J. L. and Helen Kellogg Distinguished Professor of Management and
Organizations in the Kellogg Graduate School of Management at Northwestern University. She is
the director of the AT&T Behavioral Research Laboratory at Kellogg, an executive member of the
Dispute Resolution Research Center, and also conducts the Negotiation Strategies and Leading High
Impact Teams Executive Programs at Kellogg. An active consultant and trainer, Thompson has taught
negotiation skills to executives and managers all over the world.
An internationally recognized scholar, Thompson has published
3
books and over
50
articles in leading
management journals and books. Thompson has received numerous awards and honors for her
research, including the National Science Foundation Presidential Young Investigator Award, a fellow¬
ship at the Center for Advanced Study in the Behavioral Sciences at Stanford, California, and a grant
from Citigroup Behavioral Sciences Research Council of Citibank.
For more information about Leigh Thompson s teaching and research, please visit:
www.LeighThompson.com
This is a special international edition of an established title widely
used by colleges and universities throughout the world.
Pearson Education International published this special edition for
the benefit of students outside the United States and Canada. If you
purchased this book within the United States or Canada you should
be aware that it has been wrongfully imported without the approval
of the Publisher or the Author.
Pearson International Edition
|
| adam_txt |
Brief Contents
PART I: ESSENTIALS OF NEGOTIATION
1
Chapter
1
Negotiation: The Mind and the Heart
1
Chapter
2
Preparation: What to Do Before Negotiation
13
Chapter
3
Distributive Negotiation: Slicing the Pie
40
Chapter
4
Win-Win Negotiation: Expanding the Pie
69
PARTII:
ADVANCED NEGOTIATION SKILLS
91
Chapter
5
Developing a Negotiating Style
91
Chapter
6
Establishing Trust and Building a Relationship
123
Chapter
7
Power, Persuasion, and Ethics
151
Chapter
8
Creativity and Problem Solving in Negotiations
174
PART 111: APPLICATIONS AND SPECIAL SCENARIOS
206
Chapter
9
Multiple Parties, Coalitions, and Teams
206
Chapter
10
Cross-Cultural Negotiation
242
Chapter
11
Tacit Negotiations and Social Dilemmas
273
Chapter
12
Negotiating via Information Technology
303
APPENDICES
320
Appendix
1
Appendix
2
Are You a Rational Person? Check Yourself
320
Nonverbal Communication and Lie Detection
340
Appendix
3
Third-Party Intervention
348
Appendix
4
Negotiating a Job Offer
354
The Mind and Heart
of the Negotiator
Leigh L· Thompson
The Mind and Heart of the Negotiator, Third Edition, is for managers, executives, and leaders-
anyone who has to negotiate with other people to attain their objectives. The Mind and Heart of
the Negotiator provides managers with proven solutions to many tough negotiation challenges.
•
Effective preparation
•
Claiming resources
•
Expanding the pie of resources
•
Assessing and developing an effective motivational, emotional, and disputing style
•
Building trust and relationships
>■
•
Increasing your power and influence
•
Improving your creative thinking
•
Dealing with multiple parties, coalitions, constituents, and agents
•
Navigating the tension between cooperation and competition
•
Effective cross-cultural negotiation
•
Negotiating via information technology
•
Testing your own rationality and judgment
•
Reading nonverbal behavior and deception
•
Strategies for dealing with third parties
•
Negotiating a job offer
Leigh L. Thompson
Leigh L. Thompson is the J. L. and Helen Kellogg Distinguished Professor of Management and
Organizations in the Kellogg Graduate School of Management at Northwestern University. She is
the director of the AT&T Behavioral Research Laboratory at Kellogg, an executive member of the
Dispute Resolution Research Center, and also conducts the Negotiation Strategies and Leading High
Impact Teams Executive Programs at Kellogg. An active consultant and trainer, Thompson has taught
negotiation skills to executives and managers all over the world.
An internationally recognized scholar, Thompson has published
3
books and over
50
articles in leading
management journals and books. Thompson has received numerous awards and honors for her
research, including the National Science Foundation Presidential Young Investigator Award, a fellow¬
ship at the Center for Advanced Study in the Behavioral Sciences at Stanford, California, and a grant
from Citigroup Behavioral Sciences Research Council of Citibank.
For more information about Leigh Thompson's teaching and research, please visit:
www.LeighThompson.com
This is a special international edition of an established title widely
used by colleges and universities throughout the world.
Pearson Education International published this special edition for
the benefit of students outside the United States and Canada. If you
purchased this book within the United States or Canada you should
be aware that it has been wrongfully imported without the approval
of the Publisher or the Author.
Pearson International Edition |
| any_adam_object | 1 |
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| id | DE-604.BV022652095 |
| illustrated | Illustrated |
| index_date | 2024-07-02T18:21:54Z |
| indexdate | 2024-07-09T21:02:37Z |
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| isbn | 0131293753 0131407384 |
| language | English |
| lccn | 2004044617 |
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| publishDate | 2005 |
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| spelling | Thompson, Leigh L. 1960- Verfasser (DE-588)136269435 aut The mind and heart of the negotiator Leigh L. Thompson 3. ed., internat. ed. Upper Saddle River, NJ [u.a.] Pearson, Prentice Hall 2005 XXI, 434 S. Ill., graph. Darst. 24 cm txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references (p. 362-400) and indexes Negotiation in business Psychologie (DE-588)4047704-6 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 s Psychologie (DE-588)4047704-6 s DE-604 Digitalisierung UB Regensburg application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015858092&sequence=000003&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Klappentext Digitalisierung UB Regensburg application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015858092&sequence=000004&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Thompson, Leigh L. 1960- The mind and heart of the negotiator Negotiation in business Psychologie (DE-588)4047704-6 gnd Verhandlungsführung (DE-588)4187777-9 gnd |
| subject_GND | (DE-588)4047704-6 (DE-588)4187777-9 |
| title | The mind and heart of the negotiator |
| title_auth | The mind and heart of the negotiator |
| title_exact_search | The mind and heart of the negotiator |
| title_exact_search_txtP | The mind and heart of the negotiator |
| title_full | The mind and heart of the negotiator Leigh L. Thompson |
| title_fullStr | The mind and heart of the negotiator Leigh L. Thompson |
| title_full_unstemmed | The mind and heart of the negotiator Leigh L. Thompson |
| title_short | The mind and heart of the negotiator |
| title_sort | the mind and heart of the negotiator |
| topic | Negotiation in business Psychologie (DE-588)4047704-6 gnd Verhandlungsführung (DE-588)4187777-9 gnd |
| topic_facet | Negotiation in business Psychologie Verhandlungsführung |
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