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The Mind and Heart of the Negotiator
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Bibliographic Detail
Publisher Prentice Hall
Publication date October 1, 2008
Pages 411
Binding Paperback
Edition 4th
Book category Adult Non-Fiction
ISBN-13 9780131742277
ISBN-10 0131742272
Dimensions 0.75 by 6.75 by 9.25 in.
Weight 1.34 lbs.
Original list price $118.67
Summaries and Reviews
Amazon.com description: Product Description: KEY BENEFIT: 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.
KEY TOPICS: Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situations—such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally.
For attorneys, arbitrators, and other negotiators, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.



Editions
Paperback
Book cover for 9780131742277 Book cover for 9780132543866 Book cover for 9780133571776
 
6 edition from Prentice Hall (June 13, 2014)
9780133571776 | details & prices | 410 pages | 7.50 × 9.50 × 0.50 in. | 1.60 lbs | List price $171.40
5th edition from Prentice Hall (August 4, 2011)
9780132543866 | details & prices | 412 pages | 7.00 × 9.25 × 0.50 in. | 1.25 lbs | List price $171.40
The price comparison is for this edition
4th edition from Prentice Hall (October 1, 2008)
9780131742277 | details & prices | 411 pages | 6.75 × 9.25 × 0.75 in. | 1.34 lbs | List price $118.67
About: KEY BENEFIT: 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.

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