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Mind and Heart of the Negotiator, The, 7th edition

Published by Pearson (January 1, 2019) © 2020

  • Leigh L. Thompson Northwestern University

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For organizational behavior courses.

Delve into the mind and heart of the negotiator to enhance your negotiation skills

The Mind and Heart of the Negotiator is geared to individuals who want to improve their ability to negotiate in business deals and personal interactions. The 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, stats and examples from business, politics and personal life to illustrate effective and ineffective negotiation skills. Armed with these, students will be ready to improve their relational and economic outcomes.

Hallmark features of this title

Practical, real-world examples

  • Chapter-Opening Case Studies detail negotiations drawn from business, government, world affairs, community and personal life.
  • Self-Insight Assessments, Quizzes and Examples help students test their intuition and approach.

In-depth information

  • A skills-based approach provides practical takeaway points for the manager and executive.
  • Detailed coverage of advanced bargaining skills examines complex, yet commonly occurring negotiating situations, such as multi-party, cross-cultural, and virtual negotiations.

New and updated features of this title

The latest scientific research

  • 125+ NEW: Scientific articles on negotiations look at opening offers and the types that negotiators should make, distributive negotiation, and negotiation and emotions.

In-depth information

  • NEW: A brand-new Chapter 5, “Understanding Personality” and Chapter 6, “Managing Emotions and Contentious Negotiations” focus on emotion and highly-contentious negotiations.

PART 1: 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 2: 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 3: COMPLEX NEGOTIATIONS
10. Multiple Parties, Coalitions, and Teams
11. Cross-Cultural Negotiation
12. Negotiating in a Virtual World

APPENDICES
1. Negotiating a Job Offer
2. Third-Party Intervention

About our author

Leigh L. Thompson joined the Kellogg School of Management in 1995. She is the J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations. She directs the Leading High Impact Teams executive program and the Kellogg Team and Group Research Center and co-directs the Negotiation Strategies for Managers program. An active scholar and researcher, she has published over 120 research articles and chapters and has authored 11 books, including Making the Team, 6th Edition; Creativity and Innovation in Organizational Teams; Shared Knowledge in Organizations; Negotiation: Theory and Research; Creative Conspiracy: The New Rules of Breakthrough Collaboration; Stop Spending, Start Managing; The Social Psychology of Organizational Behavior: Essential Reading; Organizational Behavior Today; The Truth about Negotiation, 2nd Edition; and Conflict in Organizational Groups. Thompson has worked with private and public organizations in the US, Latin America, Canada, Europe, and the Middle East. Her teaching style combines experiential learning with theory-driven best practices. For more information about Leigh Thompson's teaching and research, please visit leighthompson.com.

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