The Mind and Heart of the Negotiator

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Pearson Education, Limited, 2011 - Business & Economics - 412 pages
5 Reviews
Delve into the mind and heart of the negotiator in order to enhance negotiation skills.

The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate–whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.

This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.

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Review: The Mind and Heart of the Negotiator

User Review  - Richard - Goodreads

I use this book as the major text in my MBA negotiation course. Thompson does an excellent job of providing a research based understanding of the process of negotiation. Sure to appeal to anyone who appreciates a social scientist's view of the negotiating process. Read full review

Review: The Mind and Heart of the Negotiator

User Review  - Jean - Goodreads

Overall a very informative book. However, lots of the material repeated itself and most if it was fairly common sense. But again, overall, I'm glad I read it. Read full review

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About the author (2011)

Leigh L. Thompson" is the J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations in the Kellogg School of Management at Northwestern University. She is also the director of the AT&T Behavioral Research Laboratory at Kellogg and the Leading High Impact Teams Executive Program at Kellogg. An active consultant, Thompson has taught teamwork skills to a wide variety of executives and managers all over the world. An internationally recognized scholar, Thompson has published four books and over 65 articles in leading management journals and books. Thompson has received numerous awards and honors for her research, including the National Science Foundation Presidential Young Investigator Award, a fellowship at the Center for Advanced Study in the Behavioral Sciences at Stanford, California, and a grant from the Citigroup Behavioral Sciences Research Council of Citibank. For more information about Leigh Thompson's teaching and research, please visit:

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