Items related to The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator - Hardcover

 
9780132709507: The Mind and Heart of the Negotiator
View all copies of this ISBN edition:
 
 

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 <>.

"synopsis" may belong to another edition of this title.

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.

"About this title" may belong to another edition of this title.

  • PublisherPearson
  • Publication date1997
  • ISBN 10 0132709503
  • ISBN 13 9780132709507
  • BindingHardcover
  • Edition number1
  • Number of pages384
  • Rating

Other Popular Editions of the Same Title

9780131407381: The Mind and Heart of the Negotiator: United States Edition

Featured Edition

ISBN 10:  ISBN 13:  9780131407381
Publisher: Pearson, 2004
Softcover

  • 9780130179647: The Mind and Heart of the Negotiator

    Pearson, 2000
    Softcover

  • 9780138146566: The Mind and Heart of the Negotiator: International Edition

    Pearson, 2008
    Softcover

  • 9780131293755: The Mind and Heart of the Negotiator: International Edition

    Pearson, 2004
    Softcover

Top Search Results from the AbeBooks Marketplace

Stock Image

Thompson, Leigh L.
Published by Prentice Hall (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
GoldBooks
(Austin, TX, U.S.A.)

Book Description Hardcover. Condition: new. New Copy. Customer Service Guaranteed. Seller Inventory # think0132709503

More information about this seller | Contact seller

Buy New
£ 15.92
Convert currency

Add to Basket

Shipping: £ 3.37
Within U.S.A.
Destination, rates & speeds
Stock Image

Thompson, Leigh L.
Published by Prentice Hall (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
GoldenWavesOfBooks
(Fayetteville, TX, U.S.A.)

Book Description Hardcover. Condition: new. New. Fast Shipping and good customer service. Seller Inventory # Holz_New_0132709503

More information about this seller | Contact seller

Buy New
£ 18.74
Convert currency

Add to Basket

Shipping: £ 3.17
Within U.S.A.
Destination, rates & speeds
Stock Image

Thompson, Leigh L.
Published by Pearson (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
Front Cover Books
(Denver, CO, U.S.A.)

Book Description Condition: new. Seller Inventory # FrontCover0132709503

More information about this seller | Contact seller

Buy New
£ 24.93
Convert currency

Add to Basket

Shipping: £ 3.41
Within U.S.A.
Destination, rates & speeds
Stock Image

Thompson, Leigh L.
Published by Prentice Hall (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
Books Unplugged
(Amherst, NY, U.S.A.)

Book Description Condition: New. Buy with confidence! Book is in new, never-used condition. Seller Inventory # bk0132709503xvz189zvxnew

More information about this seller | Contact seller

Buy New
£ 28.41
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

Thompson, Leigh L.
Published by Pearson (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
Ergodebooks
(Houston, TX, U.S.A.)

Book Description Hardcover. Condition: New. 1. Thompson (organization behavior, Northwestern U.) provides an overview of negotiation, presenting key concepts, and discussing theory and research data. The integrative bargaining model underlies her approach to all types of negotiation. Topics include the basics of negotiation analysis, the application of principles of normative models to decision-making, mistakes in negotiation, the complexities of multiple partnerships, various notions of fairness, and the prisoner&apos;s dilemma. Annotation c. by Book News, Inc., Portland, Or. Seller Inventory # DADAX0132709503

More information about this seller | Contact seller

Buy New
£ 30.39
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

Thompson, Leigh L.
Published by Prentice Hall (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
The Book Spot
(Sioux Falls, SD, U.S.A.)

Book Description Hardcover. Condition: New. Seller Inventory # Abebooks68015

More information about this seller | Contact seller

Buy New
£ 48.17
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

Thompson, Leigh L.
Published by Prentice Hall (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
Book Deals
(Tucson, AZ, U.S.A.)

Book Description Condition: New. New! This book is in the same immaculate condition as when it was published. Seller Inventory # 353-0132709503-new

More information about this seller | Contact seller

Buy New
£ 55.51
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

Thompson, Leigh L.
Published by Prentice Hall (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
BennettBooksLtd
(LOS ANGELES, CA, U.S.A.)

Book Description Condition: New. New. In shrink wrap. Looks like an interesting title! 1.6. Seller Inventory # Q-0132709503

More information about this seller | Contact seller

Buy New
£ 51.93
Convert currency

Add to Basket

Shipping: £ 4.21
Within U.S.A.
Destination, rates & speeds
Stock Image

Thompson, Leigh L.
Published by Prentice Hall (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
Wizard Books
(Long Beach, CA, U.S.A.)

Book Description Hardcover. Condition: new. New. Seller Inventory # Wizard0132709503

More information about this seller | Contact seller

Buy New
£ 55.02
Convert currency

Add to Basket

Shipping: £ 2.77
Within U.S.A.
Destination, rates & speeds
Seller Image

Thompson, Leigh L.
Published by Prentice Hall (1997)
ISBN 10: 0132709503 ISBN 13: 9780132709507
New Hardcover Quantity: 1
Seller:
Pieuler Store
(Suffolk, United Kingdom)

Book Description Condition: new. Book is in NEW condition. Satisfaction Guaranteed! Fast Customer Service!!. Seller Inventory # PSN0132709503

More information about this seller | Contact seller

Buy New
£ 44.74
Convert currency

Add to Basket

Shipping: £ 24.99
From United Kingdom to U.S.A.
Destination, rates & speeds