The Mind and Heart of the Negotiator

Front Cover
Prentice Hall, 1998 - Business & Economics - 359 pages
0 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.

From inside the book

What people are saying - Write a review

We haven't found any reviews in the usual places.

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

Other editions - View all

Common terms and phrases

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.

Bibliographic information