The Mind and Heart of the Negotiator, Global Edition, 7th Edition

Leigh L. Thompson

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The Mind and Heart of the Negotiator, Global Edition, 7th Edition

By Leigh L. Thompson
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Leigh L. Thompson
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For undergraduate and graduate-level business courses that cover the skills of negotiation.

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 and 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.

Table of contents
  • Part I: Negotiation Essentials
  • Chapter 1: Negotiation: The Mind and the Heart
  • Chapter 2: Preparation: What to do Before Negotiation
  • Chapter 3: Distributive Negotiation: Claiming Value
  • Chapter 4: Integrative Negotiation: Expanding the Pie
  • Part II: Negotiation Skills
  • Chapter 5: Understanding Personality and Motivation
  • Chapter 6: Managing Emotions and Contentious Negotiations
  • Chapter 7: Establishing Trust and Building Relationships
  • Chapter 8: Power, Ethics, and Reputation
  • Chapter 9: Creativity, Problem Solving, and Learning in Negotiation
  • Part III: Complex Negotiations
  • Chapter 10: Multiple Parties, Coalitions, and Teams
  • Chapter 11: Cross-Cultural Negotiation
  • Chapter 12: Negotiating in a Virtual World
  • Appendix 1: Negotiating a Job Offer
  • Appendix 2: Third-Party Intervention