The Mind and Heart of the Negotiator

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.   KEY TOPICS: Negotiation: The Mind and the Heart; Preparation: What to Do before Negotiation; Distributive Negotiation: Slicing the Pie; Win-Win Negotiation: Expanding the Pie; Developing a Negotiating Style; Establishing Trust and Building a Relationship; Power, Persuasion, and Ethics; Creativity and Problem Solving in Negotiations; Multiple Parties, Coalitions, and Teams; Cross-Cultural Negotiation; Tacit Negotiations and Social Dilemmas; Negotiating via Information Technology     For attorneys, arbitrators, and other negotiators, and many other professionals. This text weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

The Mind and Heart of the Negotiator 6th Edition is written by Leigh L. Thompson and published by Pearson. The Digital and eTextbook ISBNs for The Mind and Heart of the Negotiator are 9780133597110, 0133597113 and the print ISBNs are 9780133571776, 0133571777.