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The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator

Author: Leigh Thompson
Publisher: Pearson
ISBN: 0133597113
Pages: 432
Year: 2014-07-23
This is the eBook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book. For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This program will provide a better teaching and learning experience–for you and your students. Here’s how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator

Author: Leigh L. Thompson
Publisher: Prentice Hall
ISBN: 0133571777
Pages: 410
Year: 2014-06-02
For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate--whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This program will provide a better teaching and learning experience-for you and your students. Here's how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator

Author: Leigh L. Thompson
Publisher:
ISBN: 1292073330
Pages: 432
Year: 2014-10-27
For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills." ""The Mind and Heart of the Negotiator "is dedicated to negotiators who want to improve their ability to negotiate--whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. " "This program will provide a better teaching and learning experience-for you and your students. Here's how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation.Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals.Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.
The Mind and Heart of the Negotiator, Global Edition

The Mind and Heart of the Negotiator, Global Edition

Author: Leigh Thompson
Publisher: Pearson Higher Ed
ISBN: 1292073349
Pages: 432
Year: 2015-02-27
For undergraduate and graduate-level business courses that cover the skills of negotiation. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This program will provide a better teaching and learning experience – for you and your students. Here’s how: • Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. • Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. • Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text. MyManagementLab not included. Students, if MyManagementLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyManagementLab is not a self-paced technology and should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information. MyManagementLab is an online homework, tutorial, and assessment program that truly engages students in learning. It helps students better prepare for class, quizzes, and exams—resulting in better performance in the course—and provides educators a dynamic set of tools for gauging individual and class progress.
The Truth about Negotiations

The Truth about Negotiations

Author: Leigh Thompson
Publisher: Pearson Education
ISBN: 0133353443
Pages: 204
Year: 2013
Learn to be a world-class negotiator: get what you want and need out of any negotiation! Here, top negotiations expert Leigh Thompson brings together 50+ proven negotiation principles and bite-size, easy-to-use techniques that work! Now fully updated, this edition contains brand-new “truths” for negotiating successfully across generations and cultures, negotiating in virtual environments, and more. Thompson provides realistic game plans that work in any negotiation situation and shows how to create win-win deals by leveraging carefully collected information. Thompson also helps you effectively lay claim to part of the win-win goldmine, and more. You'll learn how to handle less-than-perfect situations, such as getting called on a bluff, establishing trust with someone you don't trust, recognizing when to walk away, negotiating with people you don't like — and conversely, negotiating with people you love. Thompson guides you every step of the way, helping you plan strategy, understand your “best alternative to a negotiated agreement,” make the first offer, control the process (and your emotions), resolve difficult disputes, and achieve the goals that matter most.
The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator

Author: Leigh L. Thompson
Publisher:
ISBN: 1292023198
Pages: 398
Year: 2013
For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate-whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.
The Negotiator

The Negotiator

Author: Ben Lopez
Publisher: Skyhorse Publishing Inc.
ISBN: 1616088621
Pages: 304
Year: 2012-09
A kidnap and rescue consultant who has spent his life supplying professional negotiation services around the world shares stories about missions that have involved religious fanatics, hardened criminals, and desperate families.
Creative Conspiracy

Creative Conspiracy

Author: Leigh Thompson
Publisher: Harvard Business Press
ISBN: 1422187578
Pages: 240
Year: 2013-01-01
Embracing the Counterintuitive Side of Collaboration Think of your to-do list at work. Chances are the most important tasks require you to work with others—and the success of those endeavors depends on the effectiveness of your collaboration. According to management expert Leigh Thompson, collaboration that is conscious, planned, and focused on generating new ideas builds excitement and produces what she calls a “creative conspiracy.” Teams that conspire to organize themselves, motivate one another, and combine their talents to meet creative challenges are the hallmark of the most successful organizations. In this book, Thompson reveals the keys to the kind of collaboration that allows teams to reach their full creative potential and maximize their results. She also reveals a host of surprising findings; for example: • Left to their own devices, teams are less creative than individuals • Providing “rules” to teams actually increases inventiveness • Striving for quality results in less creativity than striving for quantity • Fluctuating membership enhances a team’s innovation • Most leaders cannot articulate the four basic rules of brainstorming Thompson combines broad-ranging research with real-life examples to offer strategies and practices designed to help teams and their leaders capitalize on what actually works when it comes to creative collaboration. Creative Conspiracy challenges managers to adopt an unconventional approach to leading teams that, done right, will lead to the creative success of every team—and every organization.
Negotiating via information technology

Negotiating via information technology

Author: Leigh Thompson, Janice Nadler, American Bar Foundation
Publisher:
ISBN:
Pages: 34
Year: 2000

Not for the Faint of Heart

Not for the Faint of Heart

Author: Wendy R. Sherman
Publisher: PublicAffairs
ISBN: 1568588151
Pages: 256
Year: 2018-09-04
Distinguished diplomat Ambassador Wendy Sherman brings readers inside the negotiating room to show how to put diplomatic values like courage, power, and persistence to work in their own lives. Few people have sat across from the Iranians and the North Koreans at the negotiating table. Wendy Sherman has done both. During her time as the lead US negotiator of the historic Iran nuclear deal and throughout her distinguished career, Wendy Sherman has amassed tremendous expertise in the most pressing foreign policy issues of our time. Throughout her life-from growing up in civil-rights-era Baltimore, to stints as a social worker, campaign manager, and business owner, to advising multiple presidents-she has relied on values that have shaped her approach to work and leadership: authenticity, effective use of power and persistence, acceptance of change, and commitment to the team. Not for the Faint of Heart takes readers inside the world of international diplomacy and into the mind of one of our most effective negotiators-often the only woman in the room. She shows why good work in her field is so hard to do, and how we can learn to apply core skills of diplomacy to the challenges in our own lives.
Getting to Yes

Getting to Yes

Author: Roger Fisher, William L. Ury, Bruce Patton
Publisher: Penguin
ISBN: 1101539542
Pages: 240
Year: 2011-05-03
The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. From the Trade Paperback edition.
The Transformative Negotiator

The Transformative Negotiator

Author: Michèle Huff
Publisher: BookBaby
ISBN: 1936268817
Pages: 212
Year: 2015-04-14
This innovative book presents a transformative approach to negotiation that weaves together the spiritual and the strategic. You’ll learn a profoundly effective way of communication that helps you move past the ordinary mechanics of negotiations and achieve realistic goals and positive, lasting outcomes. This holistic, mindful method will change the way you interact with people in all areas of life. A down-to-earth approach to negotiating that focuses on connecting with others and coming to an agreement, rather than simply “winning.” “The Transformative Negotiator is a beautifully written meditation on the art of human interaction. Huff writes from the heart, not just the head. The book is easy to read, with practical advice and an engaging wide range of stories about how to come to agreement.” —Natalie Goldberg, bestselling author of Writing Down the Bones, Wild Mind, and The True Secret of Writing
Get Paid What You're Worth

Get Paid What You're Worth

Author: Robin L. Pinkley, Gregory B. Northcraft
Publisher: St. Martin's Press
ISBN: 1466880031
Pages: 208
Year: 2014-09-02
In Get Paid What You're Worth, Robin L. Pinkley and Greogry B. Northcraft tell you how you can begin getting paid what you're worth--today! -Learn why there may be more money available for you than you think -Find out how to "expand the pie" so you earn higher compensation -Get the confidence to turn your strategic thinking into specific action -Benefit from a panel of negotiations experts and their decades of experience
The Mind and Heart of the Negotiator.3rd Ed

The Mind and Heart of the Negotiator.3rd Ed

Author: Leigh L Thompson
Publisher:
ISBN:
Pages: 434
Year: 2005

Hands of Flame

Hands of Flame

Author: C.E. Murphy
Publisher: LUNA
ISBN: 1426851774
Pages: 384
Year: 2010-04-01
War has erupted among the five Old Races, and Margrit is responsible for the death that caused it. Now New York City's most unusual lawyer finds herself facing her toughest negotiation yet. And with her gargoyle lover, Alban, taken prisoner, Margrit's only allies—a dragon bitter about his fall, a vampire determined to hold his standing at any cost and a mortal detective with no idea what he's up against—have demands of their own. Determined to rescue Alban and torn between conflicting loyalties as the battle seeps into the human world, Margrit soon realizes the only way out is through the fire….