9780130179647

The Mind and Heart of the Negotiator

by
  • ISBN13:

    9780130179647

  • ISBN10:

    0130179647

  • Edition: 2nd
  • Format: Paperback
  • Copyright: 1/1/2001
  • Publisher: PRENTICE HALL
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Summary

For undergraduate/graduate-level business courses that cover the skills of negotiation. This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

Author Biography

Leigh L. Thompson is the J. L. and Helen Kellogg Distinguished Professor of Management and Organizations in the Kellogg Graduate School of Management at Northwestern University.

Table of Contents

PART I ESSENTIALS OF NEGOTIATION 1(83)
Negotiation: The Mind and the Heart
2(7)
Preparation: What to Do Before Negotiation
9(24)
Distributive Negotiation: Slicing the Pie
33(28)
Win-Win Negotiation: Expanding the Pie
61(22)
PART II ADVANCED NEGOTIATION SKILLS 83(104)
Developing a Negotiating Style
84(25)
Establishing Trust and Building a Relationship
109(28)
Power, Persuasion, and Ethics
137(21)
Creativity and Problem Solving in Negotiations
158(29)
PART III APPLICATIONS AND SPECIAL SCENARIOS 187(1)
Multiple Parties, Coalitions, and Teams
188(32)
Cross-Cultural Negotiation
220(26)
Tacit Negotiations and Social Dilemmas
246(27)
Negotiating via Information Technology
273(22)
APPENDICES
Appendix 1 Are You a Rational Person? Check Yourself
295(22)
Appendix 2 Nonverbal Communication and Lie Detection
317(7)
Appendix 3 Third-Party Intervention
324(5)
Appendix 4 Negotiating a Job Offer
329

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