The Mind And Heart Of The Negotiator

The Mind and Heart of the Negotiator PDF
Author: Leigh L. Thompson
Publisher:
ISBN: 9780130179647
Size: 26.98 MB
Format: PDF, Mobi
Category : Business & Economics
Languages : en
Pages : 378
View: 2291

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For undergraduate/graduate-level business courses that cover the skills of negotiation. This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings.

The Mind And Heart Of The Negotiator

The Mind and Heart of the Negotiator PDF
Author: Leigh Thompson
Publisher: Pearson
ISBN: 0133597113
Size: 10.41 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : en
Pages : 432
View: 4684

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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 Pearson Etext Combo Access Card

The Mind and Heart of the Negotiator Pearson Etext Combo Access Card PDF
Author: Leigh Thompson
Publisher: Pearson
ISBN: 9780135641606
Size: 67.43 MB
Format: PDF, Mobi
Category :
Languages : en
Pages : 9999
View: 3200

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For undergraduate and graduate-level business courses that cover the skills of negotiation. This ISBN is for the Pearson eText combo card, which includes the Pearson eText and loose-leaf print edition (delivered by mail). Delve into the mind and heart of the negotiator to enhance your negotiation skills 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 or 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. Pearson eText is a simple-to-use, mobile-optimized, personalized reading experience that can be adopted on its own as the main course material. It lets students highlight, take notes, and review key vocabulary all in one place, even when offline. Seamlessly integrated videos and other rich media engage students and give them access to the help they need, when they need it. Educators can easily customize the table of contents, schedule readings and share their own notes with students so they see the connection between their eText and what they learn in class -- motivating them to keep reading, and keep learning. And, reading analytics offer insight into how students use the eText, helping educators tailor their instruction. NOTE: Pearson eText is a fully digital delivery of Pearson content and should only be purchased when required by your instructor. This ISBN is for a Pearson eText access code plus a loose-leaf print edition (delivered by mail). In addition to your purchase, you will need a course invite link, provided by your instructor, to register for and use Pearson eText.

Real Estate Marketing

Real Estate Marketing PDF
Author: M. Joseph Sirgy
Publisher: Routledge
ISBN: 1317689046
Size: 66.66 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : en
Pages : 320
View: 4361

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Real Estate Marketing is specifically designed to educate real estate students with the art and science of the real estate marketing profession. The ideal textbook for undergraduate and graduate level classes in business school and professional / continuing education programs in Real Estate, this book will also be of interest to professional real estate entrepreneurs looking to boost their knowledge and improve their marketing techniques. The book is divided into five major parts. Part 1 focuses on introducing students to fundamental concepts of marketing as a business philosophy and strategy. Concepts discussed include strategic analysis, target marketing, and the four elements of the marketing mix: property planning, site selection, pricing of properties, and promotion of properties. Part 2 focuses on personal selling in real estate. Students will learn the exact process and steps involved in representing real estate buyers and sellers. Part 3 focuses on negotiations in real estate. How do effective real estate professionals use negotiation approaches such as collaboration, competition, accommodation, and compromise as a direct function of the situation and personalities involved in either buying or selling real estate properties? Part 4 focuses on human resource management issues such as recruiting and training real estate agents, issues related to performance evaluation, motivation, and compensation, as well as issues related to leadership. Finally, Part 5 focuses on legal and ethical issues in the real estate industry. Students will learn how to address difficult situations and legal/ethical dilemmas by understanding and applying a variety of legal/ethical tests. Students will also become intimately familiar with the industry’s code of ethics.

The Mind And Heart Of The Negotiator Global Edition

The Mind and Heart of the Negotiator  Global Edition PDF
Author: Leigh Thompson
Publisher: Pearson Higher Ed
ISBN: 1292073349
Size: 31.15 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : en
Pages : 432
View: 4795

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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.

Learn The Art Of Logic And Persuasion Collection

Learn the Art of Logic and Persuasion  Collection  PDF
Author: Jonathan Herring
Publisher: FT Press
ISBN: 0133739775
Size: 65.62 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : en
Pages : 441
View: 2846

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The ability to persuade, influence and convince is a vital skill for success in work and life. However, most of us have little idea how to argue well. Indeed, arguing is still seen by many as something to be avoided at all costs, and mostly it's done poorly, or not at all. Yet it's possibly the most powerful and yet most neglected asset you could have. In How to Argue: Powerfully, Persuasively, Positively , you will discover the art of arguing powerfully, persuasively and positively and you'll have a head start every time you want. The Truth About Negotiations, Second Edition shares even more proven principles for handling virtually every negotiation situation. Building on her widely praised First Edition, Leigh Thompson delivers more than 50 real solutions for the make-or-break scenarios faced by every negotiator. In this edition, Thompson adds powerful new “truths” and techniques for negotiating across generations and cultures, negotiating in virtual/online environments, and more.

The Arts Of Influence

The Arts of Influence PDF
Author: Hugh MacDonald
Publisher: Trafford Publishing
ISBN: 1425175759
Size: 77.49 MB
Format: PDF, ePub, Docs
Category : Business & Economics
Languages : en
Pages : 284
View: 7161

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Effective working relationships depend on our ability to go beyond our own interests and consider the needs of others. Despite this, the simple reality is that our needs must be met. Relationship management is not a feel-good exercise. It's not about taking a client to a ball game or having lunch at a trendy restaurant. It certainly is not about having a group hug every time there is a challenge. It's about keeping distance and perspective. It's about being professional and working with others to satisfy our first priority – getting what we need and advancing our interests. This is a highly practical book written by a former VP of Strategic Alliance Management for one of Canada's largest financial institutions who has managed workplace relationships for more than thirty years. It provides a wealth of principles, ideas and techniques to help establish an effective and professionally distant relationship based on soft power – our ability to influence others. "Having sat at the opposite end of a negotiation table from Hugh MacDonald, I can attest to his skillful ability to deal with tenuous issues in a diplomatic and direct way. He is a true master of the art of relationship management and I am delighted he is now sharing his knowledge and experience with others." — Robert Hakeem, Relationship Executive, Boston

Blackwell Handbook Of Social Psychology

Blackwell Handbook of Social Psychology PDF
Author: Michael A. Hogg
Publisher: John Wiley & Sons
ISBN: 047099844X
Size: 43.74 MB
Format: PDF, Docs
Category : Psychology
Languages : en
Pages : 712
View: 4427

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This handbook provides an authoritative, up-to-date overview of the social psychology of group processes. The topics covered include group decisions, juries, group remembering, roles, status, leadership, social identity and group membership, socialization, group performance, negotiation and bargaining, emotion and mood, computer-mediated communication, organizations and mental health. Provides an authoritative, up-to-date overview of the social psychology of group processes. Written by leading researchers from around the world to provide a classic and current overview of research as well as providing a description of future trends within the area. Includes coverage of group decisions, juries, group remembering, roles, status, leadership, social identity and group membership, socialization, group performance, negotiation and bargaining, emotion and mood, computer-mediated communication, organizations and mental health. Essential reading for any serious scholar of group behavior. Now available in full text online via xreferplus, the award-winning reference library on the web from xrefer. For more information, visit www.xreferplus.com

Computer Mediated Relationships And Trust Managerial And Organizational Effects

Computer Mediated Relationships and Trust  Managerial and Organizational Effects PDF
Author: Brennan, Linda L.
Publisher: IGI Global
ISBN: 1599044978
Size: 70.84 MB
Format: PDF, Docs
Category : Computers
Languages : en
Pages : 322
View: 7147

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Examines trust in a third dimension. Considers how building trust is different for managers developing "virtual" relationships. Examines the way remote workers are managed; electronic commerce is used to sell products and services to unseen consumers; and how IT is relied on to interface with organizations, virtual or otherwise.

Politics And Violence In Israel Palestine

Politics and Violence in Israel Palestine PDF
Author: Lev Luis Grinberg
Publisher: Routledge
ISBN: 1135275890
Size: 28.89 MB
Format: PDF, Mobi
Category : History
Languages : en
Pages : 272
View: 6799

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The Israeli regime is a paradox. Considered a democracy, it has no recognized borders and controls the majority of Palestinians by military rule, while the resistance of non-citizen Palestinians exerts major influence over politics and policies. Drawing on detailed academic research and a broad knowledge of Israeli politics and the Israeli-Palestinian conflict, this book narrates and analyzes the political developments of the Israeli-Palestinian peace process and the conflict with Hezbollah and Hamas, explaining the dangers to future negotiations and how hopes for a settlement have been dashed by the ongoing violence. The author explores the internal Israel and Palestinian politics, showing how they influence the conflict and explaining the central role of military organizations in shaping the relations towards the other nation. With particular relevance to current events, he analyzes the Unilateral Disengagement from Gaza and the second Lebanon War, which account for the deterioration into the present violence and political crisis, explaining the need for international mediation in order to reach a peace agreement and suggesting a new innovative model for future Israeli-Palestinian relations.

Handbook Of Research On Computer Mediated Communication

Handbook of Research on Computer Mediated Communication PDF
Author: Kelsey, Sigrid
Publisher: IGI Global
ISBN: 1599048647
Size: 20.32 MB
Format: PDF, Kindle
Category : Education
Languages : en
Pages : 1130
View: 7295

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Technology has changed communication drastically in recent years, facilitating the speed and ease of communicating, and also redefining and shaping linguistics, etiquette, and social communication norms. The Handbook of Research on Computer Mediated Communication provides academics and practitioners with an authoritative collection of research on the implications and social effects computers have had on communication. With 69 chapters of innovative research contributed by over 90 of the world's leading experts in computer mediated communication, the Handbook of Research on Computer Mediated Communication is a must-have addition to every library collection.

Handbook Of Innovation In Public Services

Handbook of Innovation in Public Services PDF
Author: Stephen P. Osborne
Publisher: Edward Elgar Publishing
ISBN: 1849809755
Size: 65.59 MB
Format: PDF, Kindle
Category : Business & Economics
Languages : en
Pages : 608
View: 2080

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Innovation is a core issue for public services and is a key element of public services reform – particularly in this age of austerity where policymakers urge the need to 'innovate to do more with less'. This comprehensive and accessible Handbook explores the potential for creating efficient and effective public services. Leading researchers from across the globe review the state of the art in research on innovation in public services, providing an overview of key issues from a multi-disciplinary perspective. Topics explored include: context for innovation in public services and public service reform; managerial change challenges; ICT and e-government; and collaboration and networks. The theory is underpinned by seven wide-ranging case studies of innovation in practice. Taking the field forward and providing a baseline for future research, this highly unique and original Handbook will prove essential reading for academics, researchers, students, policymakers and practitioners across the fields of innovation, public policy, social policy and public management.

Creativity And Innovation In Organizational Teams

Creativity and Innovation in Organizational Teams PDF
Author: Leigh L. Thompson
Publisher: Psychology Press
ISBN: 1135612382
Size: 25.92 MB
Format: PDF, Docs
Category : Business & Economics
Languages : en
Pages : 272
View: 7432

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Creativity and Innovation in Organizational Teams stemmed from a conference held at the Kellogg School of Management in June 2003 covering creativity and innovation in groups and organizations. Each chapter of the book is written by an expert and covers original theory about creative processes in organizations. The organization of the text reflects a longstanding notion that creativity in the world of work is a joint outcome of three interdependent forces--individual thinking, group processes, and organizational environment. Part I explores basic cognitive mechanisms that underlie creative thinking, and includes chapters that discuss cognitive foundations of creativity, a cognitive network model of creativity that explains how and why creative solutions form in the human mind, and imports a ground-breaking concept of "creativity templates" to the study of creative idea generation in negotiation context. The second part is devoted to understanding how groups and teams in organizational settings produce creative ideas and implement innovations. Finally, Part III contains three chapters that discuss the role of social, organizational context in which creative endeavors take place. The book has a strong international mix of scholarship and includes clear business implications based on scientific research. It weds the disciplines of psychology, cognition, and business theory into one text.

Harvard Business Review On Winning Negotiations

Harvard Business Review on Winning Negotiations PDF
Author: Harvard Business Review
Publisher: Harvard Business Press
ISBN: 1422172104
Size: 55.27 MB
Format: PDF, ePub, Mobi
Category : Business & Economics
Languages : en
Pages : 272
View: 1503

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Persuade others to do what you want--for their own reasons. If you need the best practices and ideas for making deals that work--but don't have time to find them--this book is for you. Here are 10 inspiring and useful perspectives, all in one place. This collection of HBR articles will help you: - Seal or sweeten a bargain by uncovering the other side's motives - Conquer faulty assumptions to make the right deals - Forge deals only when they support your strategy - Set the stage for a healthy relationship long after the ink has dried - Make promises you can keep - Gain your adversaries' trust in high-stakes talks - Know when to walk away