TY  - BOOK
AU  - THOMPSON Leigh L
TI  - The mind and heart of the negotiator
SN  - 0131407384 (pbk) :
PY  - 2005///
CY  - Upper Saddle River, NJ.
PB  - Prentice Hall
KW  - NEGOTIATION
N2  - Guide to the skills and techniques of successful negotiation. Although intended primarily for business people (many of the examples are in a commercial context)  the principles can be applied in other fields. The majority of the book is written assuming the participants are from the same (western) culture.However, Chapter 10 looks at the additional complexities introduced when negotiations are cross-cultural
ER  -