The Mind and Heart of the Negotiator

Based on the latest research findings, this book provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, It combines a strong applied flavor with straightforward and lively writing, presents a unified, comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. 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 negotiatiors, 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.

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.