The Heart and Mind of the Negotiator

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9780132709507: The Heart and Mind of the Negotiator

The book takes a social-psychological approach to negotiation. It provides the reader with the tools for understanding both the basics and the complexities of negotiation. The book combines principles, theories, applications, and the latest research--it is the student handbook on negotiation! Website at < >.

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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.

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Thompson, Leigh L.
Published by Prentice Hall College Div (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
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Book Description Prentice Hall College Div, 1997. Book Condition: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: This work takes a social-psychological approach to negotiation. It aims to provide the reader with the tools for understanding both the basics and complexities of negotiation. The book also combines principles, theories, applications, and research. Bookseller Inventory # ABE_book_new_0132709503

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