The Mind and Heart of the Negotiator

by Thompson, Leigh L.

• ISBN13: 9780130179647
• ISBN10: 0130179647
• Edition: 2nd
• Format: Paperback
• Copyright: 2001-01-01
• Publisher: PRENTICE HALL

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