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

Published by Pearson (8 November 2021) © 2022

  • Leigh L. Thompson Northwestern University
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Title overview

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

Delve into the mind and heart of the negotiator to enhance yournegotiation skills

The Mind and Heart of the Negotiator isdedicated to individuals who want to improve their ability to negotiate—whetherin multimillion-dollar business deals or personal interactions. This textexplains what to do and what to avoid at the bargaining table, facilitated byan 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 spanningthe globe to illustrate effective, as well as ineffective, negotiation skills.Armed with these, students will be ready to improve their relational as well aseconomic outcomes.

Table of contents

  1. 1. Negotiation: The Mind and the Heart
  2. 2. Preparation: What to Do Before Negotiation
  3. 3. Distributive Negotiation: Claiming Value
  4. 4. Integrative Negotiation: Expanding the Pie
  5. 5. Understanding Personality and Motivation
  6. 6. Managing Emotions and Contentious Negotiations
  7. 7. Establishing Trust and Building Relationships
  8. 8. Power, Ethics, & Reputation
  9. 9. Creativity, Problem-Solving, and Learning in Negotiation
  10. 10. Multiple Parties, Coalitions, and Teams
  11. 11. Cross-Cultural Negotiation
  12. 12. Negotiating in a Virtual World

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