The Mind and Heart of the Negotiator, 4th Edition

3.77 avg rating
( 145 ratings by GoodReads )
 
9780131742277: The Mind and Heart of the Negotiator, 4th Edition

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.

"synopsis" may belong to another edition of this title.

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.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

International Edition
International Edition

1.

Thompson, Leigh L.
Published by Prentice Hall
ISBN 10: 0131742272 ISBN 13: 9780131742277
New PAPERBACK Quantity Available: 3
International Edition
Seller
Ben's Book Shop
(Wilmington, DE, U.S.A.)
Rating
[?]

Book Description Prentice Hall. PAPERBACK. Book Condition: New. 0131742272 International Edition Paperback OR Softcover Edition with Same Contents. Fast Delivery. Book Cover and ISBN may be different from the US Edition. Customer satisfaction guaranteed. Bookseller Inventory # INDSKT-9780138146566

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 15.60
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

2.

Thompson, Leigh L.
Published by Prentice Hall
ISBN 10: 0131742272 ISBN 13: 9780131742277
New PAPERBACK Quantity Available: 1
Seller
Cloud 9 Books
(West Palm Beach, FL, U.S.A.)
Rating
[?]

Book Description Prentice Hall. PAPERBACK. Book Condition: New. 0131742272 New Condition. Bookseller Inventory # NEW6.0048512

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 87.48
Convert Currency

Add to Basket

Shipping: US$ 4.99
Within U.S.A.
Destination, Rates & Speeds

3.

Thompson, Leigh L.
Published by Prentice Hall (2008)
ISBN 10: 0131742272 ISBN 13: 9780131742277
New Paperback Quantity Available: 1
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description Prentice Hall, 2008. Paperback. Book Condition: New. 4. Bookseller Inventory # DADAX0131742272

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 106.10
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

4.

Thompson, Leigh L.
Published by Prentice Hall (2008)
ISBN 10: 0131742272 ISBN 13: 9780131742277
New Paperback Quantity Available: 1
Seller
Revaluation Books
(Exeter, United Kingdom)
Rating
[?]

Book Description Prentice Hall, 2008. Paperback. Book Condition: Brand New. 4th edition. 420 pages. 9.25x6.75x0.75 inches. In Stock. Bookseller Inventory # zk0131742272

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 104.76
Convert Currency

Add to Basket

Shipping: US$ 7.22
From United Kingdom to U.S.A.
Destination, Rates & Speeds

5.

Thompson, Leigh L.
Published by Prentice Hall (2008)
ISBN 10: 0131742272 ISBN 13: 9780131742277
New Paperback Quantity Available: 3
Seller
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description Prentice Hall, 2008. Paperback. Book Condition: New. Bookseller Inventory # P110131742272

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 110.14
Convert Currency

Add to Basket

Shipping: US$ 2.99
Within U.S.A.
Destination, Rates & Speeds

6.

Thompson, Leigh L.
Published by Prentice Hall (2008)
ISBN 10: 0131742272 ISBN 13: 9780131742277
New Paperback Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description Prentice Hall, 2008. Paperback. Book Condition: New. book. Bookseller Inventory # 0131742272

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 114.54
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

7.

Thompson, Leigh L.
Published by Prentice Hall (2008)
ISBN 10: 0131742272 ISBN 13: 9780131742277
New Softcover Quantity Available: 1
Seller
Book Deals
(Lewiston, NY, U.S.A.)
Rating
[?]

Book Description Prentice Hall, 2008. Book Condition: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: PART I: ESSENTIALS OF NEGOTIATION Chapter 1 Negotiation: The Mind and the Heart Chapter 2 Preparation: What to Do Before Negotiation Chapter 3 Distributive Negotiation: Slicing the Pie Chapter 4 Win-Win Negotiation: Expanding the Pie PART II: ADVANCED NEGOTIATION SKILLS Chapter 5 Developing a Negotiating Style Chapter 6 Establishing Trust and Building a Relationship Chapter 7 Power, Persuasion, and Ethics Chapter 8 Creativity and Problem Solving in Negotiations PART III: APPLICATIONS AND SPECIAL SCENARIOS Chapter 9 Multiple Parties, Coalitions, and Teams Chapter 10 Cross-Cultural Negotiation Chapter 11 Tacit Negotiations and Social Dilemmas Chapter 12 Negotiating via Information Technology APPENDICES Appendix 1 Are You a Rational Person? Check Yourself Appendix 2 Nonverbal Communication and Lie Detection Appendix 3 Third-Party Intervention Appendix 4 Negotiating a Job Offer. Bookseller Inventory # ABE_book_new_0131742272

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 150.20
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds