Mind and Heart of the Negotiator, The (3rd Edition)

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9780131407381: Mind and Heart of the Negotiator, The (3rd Edition)

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. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

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From the Back Cover:

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

About the Author:

Leigh L. Thompson is the J. L. and Helen Kellogg Distinguished Professor of Management and Organizations in the Kellogg Graduate School of Management at Northwestern University. She is the director of the AT&T Behavioral Research Laboratory at Kellogg, an executive member of the Dispute Resolution Research Center, and also conducts the Negotiation Strategies and Leading High Impact Teams Executive Programs at Kellogg. An active consultant and trainer, Thompson has taught negotiation skills to executives and managers all over the world.

An internationally recognized scholar, Thompson has published 3 books and over 50 articles in leading management journals and books. Thompson has received numerous awards and honors for her research, including the National Science Foundation Presidential Young Investigator Award, a fellowship at the Center for Advanced Study in the Behavioral Sciences at Stanford, California, and a grant from Citigroup Behavioral Sciences Research Council of Citibank.

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Published by Prentice Hall (2004)
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