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For undergraduate and graduate-level business courses that cover the skills of negotiation.
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Delve into the mind and heart of the negotiator in order to enhance negotiation skills.
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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.
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This program will provide a better teaching and learning experience–for you and your students. Here’s how:
- Provide Students with Practical Real-World Examples: �Each chapter opens with a case study that illustrates a real business situation.
- Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals.
- Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text.
- Sales Rank: #2008784 in Books
- Published on: 2014-11-27
- Original language: English
- Dimensions: 9.09" h x .55" w x 7.09" l, 1.19 pounds
- Binding: Paperback
About the 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 codirects the Negotiation Strategies for Managers program. An active scholar and researcher, she has published over 100 research articles and chapters and has authored 10 books, including Creative Conspiracy: The New Rules of Breakthrough Collaboration; Making the Team, Creativity in Organizations, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior: Essential Reading, Organizational Behavior Today, The Truth about Negotiation, and Conflict in Organizational Teams. Thompson has worked with private and public organizations in the United States, 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.
Most helpful customer reviews
1 of 1 people found the following review helpful.
along with the poor structure of the chapters
By Andrew Robinson
This was the textbook for my Negotiation class, and it has some serious flaws in my opinion...
First, the layout is disorganized, and the concepts are often strangely linked and overlap in a way that makes understanding the ideas much more difficult.
Second, there are grammatical mistakes throughout. This, along with the poor structure of the chapters, makes it hard to believe that the book was ever proofread.
There are also some other issues – some ideas seem contradictory in the book since the author compiles findings from many different sources. However, as a result, there is often no clear framework for understanding negotiations more clearly. Facts from other sources are often stated without commentary on how that finding links to strategic frameworks more generally. Again, this relates to the idea of poor organization and overall flow of the book. Definitions of certain terms are often unclear, and even when they are given they are subsequently used in contexts that do not align with the initially given meaning.
Overall, it has some decent insight to improving negotiation abilities; there are also many interesting examples of negotiations throughout (though the applicability to the section those negotiations are in varies). However, the author lacks sufficient ability to coherently structure the ideas in textbook form.
5 of 5 people found the following review helpful.
Rip-off
By M. Mooney
Per my professor, nothing has changed between 4th, 5th, & 6th editions. Publisher is producing unethical reprints. Just buy an older version.
0 of 0 people found the following review helpful.
Negotiate with the best!
By Patrick Faccas
I was required to order this book for a college course I am taking and found this book to be very helpful. It provides a solid base of information for students learning about negotiation. It describes in detail the different theories, techniques and terms that are required to became a negotiator. It is a great value for a college student who wants to rent their books.
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