The mind and heart of the negotiator - Thompson, Leigh L. (Upper Saddle River, N.J. : Prentice Hall, 2009)
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.
Includes bibliographical references and indexes.
Keywords: Negotiation in business; Negotiation