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- catalog abstract ""The Mind and Heart of the Negotiator, Second 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."--Jacket.".
- catalog contributor b11856563.
- catalog created "c2001.".
- catalog date "2001".
- catalog date "c2001.".
- catalog dateCopyrighted "c2001.".
- catalog description ""The Mind and Heart of the Negotiator, Second 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."--Jacket.".
- catalog description "Includes bibliographical references (p. 337-363) and indexes.".
- catalog description "Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology.".
- catalog extent "xxi, 378 p. :".
- catalog identifier "0130179647".
- catalog issued "2001".
- catalog issued "c2001.".
- catalog language "eng".
- catalog publisher "Upper Saddle River, N.J. : Prentice Hall,".
- catalog subject "658.4/052 21".
- catalog subject "HD58.6 .T478 2001".
- catalog subject "Negotiation in business.".
- catalog tableOfContents "Negotiation : the mind and the heart -- Preparation : what to do before negotiation -- Distributive negotiation : slicing the pie -- Win-win negotiation : expanding the pie -- Developing a negotiating style -- Establishing trust and building a relationship -- Power, persuasion, and ethics -- Creativity and problem solving in negotiations -- Multiple parties, coalitions, and teams -- Cross-cultural negotiation -- Tacit negotiations and social dilemmas -- Negotiating via information technology.".
- catalog title "The mind and heart of the negotiator / Leigh L. Thompson.".
- catalog type "text".