The Mind and Heart of the Negotiator: International Edition - Softcover

Thompson, Leigh L.

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

Softcover

ISBN 10: 013814656X ISBN 13: 9780138146566

Publisher: Pearson, 2008

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

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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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