Mind and Heart of the Negotiator

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 Negotiatorprovides 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 offerThompson, Leigh L. is the author of 'Mind and Heart of the Negotiator', published 2004 under ISBN 9780131407381 and ISBN 0131407384.