The Mind and Heart of the Negotiator

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Prentice Hall, 1998 - Business & Economics - 359 pages
2 Reviews
This work takes a social-psychological approach to negotiation. It aims to provide the reader with the tools for understanding both the basics and complexities of negotiation. The book also combines principles, theories, applications, and research.

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Review: The Mind and Heart of the Negotiator

User Review  - AtlantaTwin - Goodreads

A good supplement to my Negotiation class. I got more out of the hands-on practice sessions than reading the book, although the book actually warns the reader in the introduction that practice sessions would be needed. Read full review

Review: The Mind and Heart of the Negotiator

User Review  - Matt - Goodreads

This is the best book I've read on the subject of negotiations. Really helped me realize that negotiations don't have to be a zero-sum transaction. Digs much deeper than surface level negotiation tactics. Read full review

Contents

The Big Picture
1
What to Do Before Negotiation
14
What to Do at the Bargaining Table
30
Copyright

15 other sections not shown

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About the author (1998)

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:
www.LeighThompson.com.

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