Mind and Heart of the Negotiator, The [Rental Edition]

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

Delve into the mind and heart of the negotiator to enhance your negotiation skills

The Mind and Heart of the Negotiator  is dedicated to individuals who want to improve their ability to negotiate -- whether in multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and real-world application. The 7th Edition contains new or updated exercises, statistics, and examples from business, politics, and personal life spanning the globe to illustrate effective, as well as ineffective, negotiation skills. Armed with these, students will be ready to improve their relational as well as economic outcomes.

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 co-directs the Negotiation Strategies for Managers program. An active scholar and researcher, she has published over 120 research articles and chapters and has authored 11 books, ¿including Making the Team (6th Edition), Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, Creative Conspiracy: The New Rules of Breakthrough Collaboration, Stop Spending, Start Managing, The Social Psychology of Organizational Behavior: Essential Reading, Organizational Behavior Today, The Truth about Negotiation (2nd Edition), and Conflict in Organizational Groups. Thompson has worked with private and public organizations in the US, 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 leighthomp-son.com.

PART I: NEGOTIATION ESSENTIALS

1. Negotiation: The Mind and the Heart 

2. Preparation: What to Do Before Negotiation 

3. Distributive Negotiation: Claiming Value

4. Integrative Negotiation: Expanding the Pie 

PART II: NEGOTIATION SKILLS  

5. Understanding Personality and Motivation 

6. Managing Emotions and Contentious Negotiations         

7. Establishing Trust and Building Relationships 

8. Power, Ethics, & Reputation  

9. Creativity, Problem-Solving, and Learning in Negotiation 

PART III: COMPLEX NEGOTIATIONS

10. Multiple Parties, Coalitions, and Teams 

11. Cross-Cultural Negotiation 

12. Negotiating in a Virtual World

APPENDICES

Appendix 1: Negotiating a Job Offer 

Appendix 2: Third-Party Intervention