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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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.
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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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's dilemma. Annotation c. by Book News, Inc., Portland, Or. Seller Inventory # DADAX0132709503
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