The Mind and Heart of the Negotiator - United States Edition (Paperback, 3rd edition)

"The Mind and Heart of the Negotiator," Third 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.

• Effective preparation
• Claiming resources
• Expanding the pie of resources
• Assessing and developing an effective motivational, emotional, and disputing style
• Building trust and relationships
• Increasing your power and influence
• Improving your creative thinking
• Dealing with multiple parties, coalitions, constituents, and agents
• Navigating the tension between cooperation and competition
• Effective cross-cultural negotiation
• Negotiating via information technology
• Testing your own rationality and judgment
• Reading nonverbal behavior and deception
• Strategies for dealing with third parties
• Negotiating a job offer