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  5. Mind and Heart of the Negotiator, The

Mind and Heart of the Negotiator, The, 6th edition

  • Leigh Thompson

Published by Pearson (June 13th 2014) - Copyright © 2015

6th edition

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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.

Table of contents

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
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

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