The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator book cover

The Mind and Heart of the Negotiator

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Provide Students with Practical Real-World Examples

  • Illustrative Case Studies: This text includes multiple examples and actual cases of negotiating in managerial and executive contexts. Each chapter opens with a case study or actual business situation. New to this edition are more than 100 updated examples from the business world, many involving international issues.

Offer In-Depth Information on Business Negotiation Skills

  • Going In-Depth into Advanced Bargaining Skills: The second and third sections of this text deal with complex, yet commonly occurring negotiating situations, such as negotiating with agents, mediation and arbitration, negotiating via email and conference calls, negotiating with competitor companies, and of course, negotiating cross culturally. These sections have been revised in this edition.

Keep your Course Current and Relevant

  • Present Scientific Research : This text cites groundbreaking results of more than 120 new scientific articles on negotiations. The research and ideas in this text come from an invaluable set of scholars in the fields of social psychology, organizational behavior, sociology, negotiation, and cognitive psychology.

Part I Essentials of Negotiation 1
Chapter 1 Negotiation: The Mind and The Heart 1
Chapter 2 Preparation: What to Do Before Negotiation 12
Chapter 3 Distributive Negotiation: Slicing the Pie 38
Chapter 4 Win-Win Negotiation: Expanding the Pie 69
Part II Advanced Negotiation Skills 91
Chapter 5 Developing a Negotiating Style 91
Chapter 6 Establishing Trust and Building a Relationship 122
Chapter 7 Power, Gender, and Ethics 149
Chapter 8 Creativity and Problem Solving in Negotiations 173
Part III Applications and Special Scenarios 208
Chapter 9 Multiple Parties, Coalitions, and Teams 208
Chapter 10 Cross-Cultural Negotiation 245
Chapter 11 Social Dilemmas 278
Chapter 12 Negotiating Via Information Technology 308
Appendices
Appendix 1 Are You a Rational Person? Check Yourself 328
Appendix 2 Nonverbal Communication and Lie Detection 349
Appendix 3 Third-Party Intervention 360
Appendix 4 Negotiating a Job Offer 369
Leigh L. Thompson joined the Kellogg School of Management in 1995. She is the J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations. She directs the Leading High Impact Teams executive program and the Kellogg Team and Group Research Center and codirects the Negotiation Strategies for Managers program. An active scholar and researcher, she has published over 100 research articles and chapters and has authored 10 books, including Creative Conspiracy: The New Rules of Breakthrough Collaboration; Making the Team, Creativity in Organizations, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior: Essential Reading, Organizational Behavior Today, The Truth about Negotiation, and Conflict in Organizational Teams. Thompson has worked with private and public organizations in the United States, Latin America, Canada, Europe, and the Middle East. Her teaching style combines experiential learning with theory-driven best practices. For more information about Leigh Thompson’s teaching and research, please visit leighthompson.com.

 

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

 

Delve into the mind and heart of the negotiator in order to enhance negotiation skills.

 

The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether in multimillion-dollar business deals or personal interactions. 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.

 

This program will provide a better teaching and learning experience–for you and your students. Here’s how:

  • Provide Students with Practical Real-World Examples:  Each chapter opens with a case study that illustrates a real business situation.
  • Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals.
  • Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.

 

 

Details

  • A print text
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For undergraduate and graduate-level business courses that cover the skills of negotiation.

 

Delve into the mind and heart of the negotiator in order to enhance negotiation skills.

 

The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether in multimillion-dollar business deals or personal interactions. 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.

 

This program will provide a better teaching and learning experience–for you and your students. Here’s how:

  • Provide Students with Practical Real-World Examples:  Each chapter opens with a case study that illustrates a real business situation.
  • Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals.
  • Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.

Provide Students with Practical Real-World Examples

  • Illustrative Case Studies: This text includes multiple examples and actual cases of negotiating in managerial and executive contexts. Each chapter opens with a case study or actual business situation. New to this edition are more than 100 updated examples from the business world, many involving international issues.
  • Real-life Negotiations:  Many of the concepts in the chapters are supplemented with illustrations and examples drawn from actual negotiations—both contemporary and historical.
  • Provide Self-Insight Assessments: In order to test their own intuition and approach, multiple examples have been included for students. Examples include:
      • Developing a Negotiating Style—Chapter 5
      • Power, Gender, and Ethics—Chapter 7
      • Cross-Cultural Negotiation—Chapter 10

Offer In-Depth Information on Business Negotiation Skills

  • Offer a Skills-Based Approach: This text provides practical take-away points for the manager and executive. For example, chapter 4 on integrative negotiation contains a series of hands-on principles that have been proven to increase the value of negotiated deals. A series of hands-on principles that have been proven to increase the value of negotiated deals is provided.
  • Going In-Depth into Advanced Bargaining Skills: The second and third sections of this text deal with complex, yet commonly occurring negotiating situations, such as negotiating with agents, mediation and arbitration, negotiating via email and conference calls, negotiating with competitor companies, and of course, negotiating cross culturally. These sections have been revised in this edition.

Keep your Course Current and Relevant

  • Present Scientific Research : This text cites groundbreaking results of more than 120 new scientific articles on negotiations. The research and ideas in this text come from an invaluable set of scholars in the fields of social psychology, organizational behavior, sociology, negotiation, and cognitive psychology.

 

Additional information

Dimensions 1.00 × 7.00 × 9.05 in
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Subjects

management, higher education, organizational behavior, business and economics, Qualitative Business