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

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 and 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.

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  Autorentext

  Leigh L. Thompson joined the Kellogg School ofManagement in 1995. She is the J. Jay Gerber Distinguished Professor of DisputeResolution and Organizations. She directs the Leading High Impact Teamsexecutive program and the Kellogg Team and Group Research Center and co-directsthe Negotiation Strategies for Managers program. An active scholar andresearcher, she has published over 120 research articles and chapters and hasauthored 11 books, including Making the Team (6th Edition);Creativity and Innovation in Organizational Teams; Shared Knowledge inOrganizations; Negotiation: Theory and Research; Creative Conspiracy: The NewRules of Breakthrough Collaboration; Stop Spending, Start Managing; The SocialPsychology of Organizational Behavior: Essential Reading; OrganizationalBehavior Today; The Truth about Negotiations (2nd Edition); and Conflictin Organizational Groups. Thompson has worked with private and publicorganizations in the U.S., Latin America, Canada, Europe, and the Middle East.Her teaching style combines experiential learning with theory-driven bestpractices. For more information about Leigh Thompson's teaching and research,please visit leighthompson.com.

  Inhalt

  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