The Mind and Heart of the Negotiator, 7th Edition

This title is also available digitally as a standalone Pearson eText. This option gives students affordable access to learning materials, so they come to class ready to succeed. 

Provide students with practical, real-world examples

• New - Chapter-Opening Case Studies detail negotiations drawn from business, government, world affairs, community, and personal life.
• Self-Insight Assessments, Quizzes, and Examples. In order to test their own intuition and approach, multiple examples (regarding style, ethical principles, and cultural differences in negotiation) have been included for students.

Offer in-depth information on business negotiation skills

• A skills-based approach. This text provides practical takeaway 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.
• Revised - Going in-depth into advanced bargaining skills. The third section of this text deals with complex, yet commonly occurring negotiating situations, such as multi-party, cross-cultural, and virtual negotiations.

Keep your course current and relevant

• New - Present scientific research. This text cites groundbreaking results of more than 125 new scientific articles on negotiations. Highlights of the latest research include opening offers and the types that negotiators should make; distributive negotiation which greatly influences Chapter 3; and emotion, especially the different types (such as anger, disappointment, and sadness), which inspired the two new stand-alone chapters on emotion and highly-contentious negotiations.

Changes to the table of contents

• New and Updated - Significant organizational changes to the table of contents helps students better navigate the material. The 7th Edition features 2 new chapters: Understanding Personality (Chapter 5) and Managing Emotions and Contentious Negotiations (Chapter 6).