The Mind and Heart of the Negotiator

Prentice Hall ; London : Prentice-Hall Inter (1998)

HD 58.6 .T478

359 pages | 7 x 9.5 inch | 9780132709507 | English

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Dewey 658.4052

LC Classification HD58.6 .T478 1998

LC Control No. 97025122

Subject

Business & Economics / Management
Business & Economics / Negotiating
Language Arts & Disciplines / Communication
Negotiation In Business

Plot

Thompson (organization behavior, Northwestern U.) provides an overview of negotiation, presenting key concepts, and discussing theory and research data. The integrative bargaining model underlies her approach to all types of negotiation. Topics include the basics of negotiation analysis, the application of principles of normative models to decision-making, mistakes in negotiation, the complexities of multiple partnerships, various notions of fairness, and the prisoner's dilemma. Annotation c. by Book News, Inc., Portland, Or.

Personal

Owner	Grace School of Theology
Location	North
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Index	9275
Added Date	Dec 02, 2015 18:22:36
Modified Date	Dec 02, 2015 21:19:53