The Mind and Heart of the Negotiator

by
Edition: 6th
Format: Paperback
Pub. Date: 2014-06-13
Publisher(s): Pearson
List Price: $229.54

Buy New

In Stock
$218.61

Rent Textbook

Select for Price
There was a problem. Please try again later.

Used Textbook

We're Sorry
Sold Out

eTextbook

We're Sorry
Not Available

How Marketplace Works:

  • This item is offered by an independent seller and not shipped from our warehouse
  • Item details like edition and cover design may differ from our description; see seller's comments before ordering.
  • Sellers much confirm and ship within two business days; otherwise, the order will be cancelled and refunded.
  • Marketplace purchases cannot be returned to eCampus.com. Contact the seller directly for inquiries; if no response within two days, contact customer service.
  • Additional shipping costs apply to Marketplace purchases. Review shipping costs at checkout.

Summary

For undergraduate and graduate-level business courses that cover the skills of negotiation.

 

Delve into the mind and heart of the negotiator in order to enhance negotiation skills.

 

The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether in multimillion-dollar business deals or personal interactions. 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.

 

This program will provide a better teaching and learning experience–for you and your students. Here’s how:

  • Provide Students with Practical Real-World Examples:  Each chapter opens with a case study that illustrates a real business situation.
  • Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals.
  • Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.

Author Biography

Leigh L. Thompson joined the Kellogg School of Management in 1995. She is the J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations. She directs the Leading High Impact Teams executive program and the Kellogg Team and Group Research Center and codirects the Negotiation Strategies for Managers program. An active scholar and researcher, she has published over 100 research articles and chapters and has authored 10 books, including Creative Conspiracy: The New Rules of Breakthrough Collaboration; Making the Team, Creativity in Organizations, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior: Essential Reading, Organizational Behavior Today, The Truth about Negotiation, and Conflict in Organizational Teams. Thompson has worked with private and public organizations in the United States, Latin America, Canada, Europe, and the Middle East. Her teaching style combines experiential learning with theory-driven best practices. For more information about Leigh Thompson’s teaching and research, please visit leighthompson.com.

Table of Contents

Part I Essentials of Negotiation 1
Chapter 1 Negotiation: The Mind and The Heart 1
Chapter 2 Preparation: What to Do Before Negotiation 12
Chapter 3 Distributive Negotiation: Slicing the Pie 38
Chapter 4 Win-Win Negotiation: Expanding the Pie 69
Part II Advanced Negotiation Skills 91
Chapter 5 Developing a Negotiating Style 91
Chapter 6 Establishing Trust and Building a Relationship 122
Chapter 7 Power, Gender, and Ethics 149
Chapter 8 Creativity and Problem Solving in Negotiations 173
Part III Applications and Special Scenarios 208
Chapter 9 Multiple Parties, Coalitions, and Teams 208
Chapter 10 Cross-Cultural Negotiation 245
Chapter 11 Social Dilemmas 278
Chapter 12 Negotiating Via Information Technology 308
Appendices
Appendix 1 Are You a Rational Person? Check Yourself 328
Appendix 2 Nonverbal Communication and Lie Detection 349
Appendix 3 Third-Party Intervention 360
Appendix 4 Negotiating a Job Offer 369

An electronic version of this book is available through VitalSource.

This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.

By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.

A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.

Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.

Please view the compatibility matrix prior to purchase.