Thist itle is a Pearson Global Edition. The Editorial team at Pearson has workedclosely with educators around the world to include content which is especiallyrelevant to students outside the United States.

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

Delve into the mind and heart of the negotiator to enhance yournegotiation skills

The Mind and Heart of the Negotiator isdedicated to individuals who want to improve their ability to negotiatewhetherin multimillion-dollar business deals or personal interactions. This textexplains what to do and what to avoid at the bargaining table, facilitated byan 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 spanningthe globe to illustrate effective, as well as ineffective, negotiation skills.Armed with these, students will be ready to improve their relational as well aseconomic outcomes.

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

Delve into the mind and heart of the negotiator to enhance yournegotiation skills

The Mind and Heart of the Negotiator isdedicated to individuals who want to improve their ability to negotiatewhetherin multimillion-dollar business deals or personal interactions. This textexplains what to do and what to avoid at the bargaining table, facilitated byan 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 spanningthe globe to illustrate effective, as well as ineffective, negotiation skills.Armed with these, students will be ready to improve their relational as well aseconomic outcomes.

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