The Mind And Heart Of The Negotiator

Author : Leigh L. Thompson
Publisher : Unknown
Page : 398 pages
File Size : 51,6 Mb
Release : 2013
Category : Negotiation
ISBN : 1292023198

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The Mind and Heart of the Negotiator by Leigh L. Thompson Pdf

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.

Author : Leigh L. Thompson
Publisher : Unknown
Page : 392 pages
File Size : 46,5 Mb
Release : 1998
Category : Business & Economics
ISBN : STANFORD:36105060427197

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The Mind and Heart of the Negotiator by Leigh L. Thompson Pdf

The book takes a social-psychological approach to negotiation. It provides the reader with the tools for understanding both the basics and the complexities of negotiation. The book combines principles, theories, applications, and the latest research--it is the student handbook on negotiation! Website at .

Author : Leigh Thompson
Publisher : Pearson Higher Ed
Page : 433 pages
File Size : 54,5 Mb
Release : 2011-11-21
Category : Business & Economics
ISBN : 9780132997706

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The Mind and Heart of the Negotiator by Leigh Thompson Pdf

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. 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.

Author : Leigh L. Thompson
Publisher : Pearson Higher Ed
Page : 369 pages
File Size : 40,6 Mb
Release : 2021-11-08
Category : Electronic
ISBN : 9781292399447

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Mind and Heart of the Negotiator, The, Global Edition by Leigh L. Thompson Pdf

For undergraduate and graduate-level business courses that cover the skills of negotiation. The Mind and Heart of the Negotiator is dedicated to individuals who want to improve their ability to negotiate —whether in multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and real-world application. The 7th Edition contains new and updated exercises, statistics, and examples from business, politics, and personal life spanning the globe to illustrate effective, as well as ineffective, negotiation skills. Armed with these, students will be ready to improve their relational as well as economic outcomes. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

Author : Roy J. Lewicki,David M. Saunders,Bruce Barry,Kevin Tasa
Publisher : Unknown
Page : 202 pages
File Size : 50,7 Mb
Release : 2020
Category : Negotiation
ISBN : 1260065871

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Essentials of Negotiation by Roy J. Lewicki,David M. Saunders,Bruce Barry,Kevin Tasa Pdf

Author : Leigh Thompson
Publisher : Harvard Business Review Press
Page : 245 pages
File Size : 46,7 Mb
Release : 2013-01-15
Category : Business & Economics
ISBN : 9781422173343

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Creative Conspiracy by Leigh Thompson Pdf

Identifies the importance of a conscious, planned and shared collaborative environment that promotes teamwork, creativity and enthusiasm, revealing counter-intuitive facts while sharing research-based examples that identify the essential components of an effective team. 15,000 first printing.

Author : Leigh L. Thompson
Publisher : FT Press
Page : 223 pages
File Size : 43,8 Mb
Release : 2008
Category : Business & Economics
ISBN : 9780136007364

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The Truth about Negotiations by Leigh L. Thompson Pdf

“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

Author : Ben Lopez
Publisher : Skyhorse Publishing Inc.
Page : 321 pages
File Size : 47,6 Mb
Release : 2012-09
Category : Biography & Autobiography
ISBN : 9781616088620

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The Negotiator by Ben Lopez Pdf

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.

Author : Leigh L. Thompson
Publisher : Psychology Press
Page : 237 pages
File Size : 50,6 Mb
Release : 2006-01-13
Category : Psychology
ISBN : 9781135423520

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Negotiation Theory and Research by Leigh L. Thompson Pdf

Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

Author : Deepak Malhotra,Max Bazerman
Publisher : Bantam
Page : 354 pages
File Size : 48,6 Mb
Release : 2008-08-26
Category : Business & Economics
ISBN : 9780553384116

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Negotiation Genius by Deepak Malhotra,Max Bazerman Pdf

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

Author : Leigh Thompson
Publisher : HarperCollins Leadership
Page : 257 pages
File Size : 54,6 Mb
Release : 2020-07-14
Category : Business & Economics
ISBN : 9781400217441

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Negotiating the Sweet Spot by Leigh Thompson Pdf

Everybody negotiates at various points every day, be it in life or business, and it’s important to get it right. On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the “sweet spot,” is a skill that takes practice but is also one that anybody can learn. Leigh Thompson offers best practices and tools within this book to use in daily negotiations and conflict situations. She calls these strategies “hacks” because they work but don’t require a lot of investment, training, expense, and time. You don’t have to be a CEO, senior VP, or regional brand manager to learn how to find the sweet spot in life’s negotiations. In Negotiating the Sweet Spot, benefits include learning the following: Understanding where the sweet spot is in the deals you negotiate Adopting a big-picture mind-set when approaching any negotiation Seeing negotiations less as win-lose battles and more as opportunities to use problem-solving skills Utilizing a tool kit of “hacks” that will work in any negotiation and have been proven effective by a top expert in the field Negotiating the Sweet Spot walks people of all skill and experience levels through simple and proven techniques that are sure to result in better outcomes for all parties and that uncover the hidden value that exists in any negotiation.

Author : Ambassador Wendy R. Sherman
Publisher : PublicAffairs
Page : 228 pages
File Size : 48,8 Mb
Release : 2018-09-04
Category : Political Science
ISBN : 9781568588155

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Not for the Faint of Heart by Ambassador Wendy R. Sherman Pdf

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.

Author : Anonim
Publisher : DIANE Publishing
Page : 38 pages
File Size : 46,9 Mb
Release : 2005
Category : Electronic
ISBN : 9781428967182

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Media & Ethics by Anonim Pdf

Author : Steve Gates
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 41,9 Mb
Release : 2015-10-08
Category : Business & Economics
ISBN : 9781119155522

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The Negotiation Book by Steve Gates Pdf

Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

Author : Steven Babitsky,James J. Mangraviti, Jr.
Publisher : Macmillan
Page : 320 pages
File Size : 53,7 Mb
Release : 2011-01-04
Category : Business & Economics
ISBN : 1429975857

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Never Lose Again by Steven Babitsky,James J. Mangraviti, Jr. Pdf

The Most Practical Book on Negotiating Ever Written Negotiating is an art. It's complicated. To become an exceptional negotiator traditionally requires years of experience in negotiations. But that doesn't mean that most people can't quickly and easily learn proven negotiating skill and techniques if someone shows them what to do. This book does exactly that. Never Lose Again reveals a simple but remarkably effective set of fifty questions that anyone can immediately use to become far better negotiators. The fifty questions apply to all types of negotiation situations, from conflicts like buying a home or car to business transactions of all kinds. Each question has been designed to put you in the best position possible, helping you to avoid tricks, break deadlocks, discover conflict and dispute resolutions, and find hidden deals in all types of negotiations. No other book on the market distills the key negotiation principles into such a simply, effective, and instantly usable form. By learning to use these questions, you can start thinking like expert negotiators and make better deals for yourself, your family, and your business.