Автор:Leigh L. Thompson Год: 2009 Издание:Pearson Prentice Hall Страниц: 432 ISBN: 9780131742277 "The Mind and Heart of the Negotiator" 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 Navigating the tension between cooperation and competition Claiming resources Expanding the pie of resources Effective cross-cultural negotiation motivational, emotional, and disputing style Assessing and developing an effective Negotiating via information technology Testing your own rationality and judgment Building trust and relationships Reading nonverbal behavior and deception Increasing your power and influence Strategies for dealing with third parties Improving your creative thinking Negotiating a job offer Dealing with multiple parties, coalitions, constituents, and agents
