Skip to main content Skip to main navigation
  1. Home
  2. Business & Economics
  3. Management
  4. Organizational Behavior
  5. Pearson eText The Mind and Heart of the Negotiator -- Instant Access

The Mind and Heart of the Negotiator, 7th edition

  • Leigh Thompson

Published by Pearson (January 1st 2019) - Copyright © 2020

7th edition

Chosen format
View all
Pearson eText The Mind and Heart of the Negotiator -- Instant Access

ISBN-13: 9780135641262

Includes: eText (12-month access)
Instant access

What’s included with eText?

Pearson eText is an affordable, easy-to-use digital textbook that helps you keep learning — no matter where life takes you.

  • Icon

    Study anytime, anywhere

  • Icon

    Add notes and highlights

  • Icon

    Search by keyword or page number

  • Icon

    Renew your access


The Mind and Heart of the Negotiator explains what to do and what to avoid at the bargaining table — whether in multimillion-dollar business deals or personal interactions.

Pearson eText is an easy-to-use digital textbook that you can read online or offline. Make it your own by adding highlights and notes, and learn on the go with the mobile app. At the end of your subscription, you can opt to renew access to your eText and personalized notes.

Table of contents


1. Negotiation: The Mind and the Heart 

2. Preparation: What to Do Before Negotiation 

3. Distributive Negotiation: Claiming Value

4. Integrative Negotiation: Expanding the Pie 



5. Understanding Personality and Motivation 

6. Managing Emotions and Contentious Negotiations         

7. Establishing Trust and Building Relationships 

8. Power, Ethics, & Reputation  

9. Creativity, Problem-Solving, and Learning in Negotiation 



10. Multiple Parties, Coalitions, and Teams 

11. Cross-Cultural Negotiation 

12. Negotiating in a Virtual World



Appendix 1: Negotiating a Job Offer 

Appendix 2: Third-Party Intervention

For teachers

All the material you need to teach your courses.

Discover teaching material