The Mind and Heart of the Negotiator

Paperback | October 23, 2008

byLeigh L. Thompson

not yet rated|write a review
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.

Pricing and Purchase Info

$118.95

In stock online
Ships free on orders over $25

From the Publisher

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 r...

From the Jacket

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 r...

Format:PaperbackDimensions:432 pages, 9.19 × 7.04 × 0.79 inPublished:October 23, 2008Publisher:Pearson EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0131742272

ISBN - 13:9780131742277

Customer Reviews of The Mind and Heart of the Negotiator

Reviews

Extra Content

Table of Contents

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