9780135641606

Summary

For undergraduate and graduate-level business courses that cover the skills of negotiation.

This ISBN is for the Pearson eText combo card, which includes the Pearson eText and loose-leaf print edition (delivered by mail).

Delve into the mind and heart of the negotiator to enhance your negotiation skills

The Mind and Heart of the Negotiator is dedicated to individuals who want to improve their ability to negotiate -- whether in multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and real-world application. The 7th Edition contains new or updated exercises, statistics, and examples from business, politics, and personal life spanning the globe to illustrate effective, as well as ineffective, negotiation skills. Armed with these, students will be ready to improve their relational as well as economic outcomes.

Pearson eText is a simple-to-use, mobile-optimized, personalized reading experience that can be adopted on its own as the main course material. It lets students highlight, take notes, and review key vocabulary all in one place, even when offline. Seamlessly integrated videos and other rich media engage students and give them access to the help they need, when they need it. Educators can easily customize the table of contents, schedule readings and share their own notes with students so they see the connection between their eText and what they learn in class -- motivating them to keep reading, and keep learning. And, reading analytics offer insight into how students use the eText, helping educators tailor their instruction.

NOTE: Pearson eText is a fully digital delivery of Pearson content and should only be purchased when required by your instructor. This ISBN is for a Pearson eText access code plus a loose-leaf print edition (delivered by mail). In addition to your purchase, you will need a course invite link, provided by your instructor, to register for and use Pearson eText.

Author Biography

Leigh L. Thompson joined the Kellogg School of Management in 1995. She is the J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations. She directs the Leading High Impact Teams executive program and the Kellogg Team and Group Research Center and co-directs the Negotiation Strategies for Managers program. An active scholar and researcher, she has published over 120 research articles and chapters and has authored 11 books, ¿including Making the Team (6th Edition), Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, Creative Conspiracy: The New Rules of Breakthrough Collaboration, Stop Spending, Start Managing, The Social Psychology of Organizational Behavior: Essential Reading, Organizational Behavior Today, The Truth about Negotiation (2nd Edition), and Conflict in Organizational Groups. Thompson has worked with private and public organizations in the US, Latin America, Canada, Europe, and the Middle East. Her teaching style combines experiential learning with theory-driven best practices. For more information about Leigh Thompson’s teaching and research, please visit leighthomp-son.com.

PART I: NEGOTIATION ESSENTIALS

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

PART II: NEGOTIATION SKILLS

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

PART III: COMPLEX NEGOTIATIONS

10. Multiple Parties, Coalitions, and Teams

11. Cross-Cultural Negotiation

12. Negotiating in a Virtual World

APPENDICES

Appendix 1: Negotiating a Job Offer

Appendix 2: Third-Party Intervention

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.