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The Mind and Heart of the Negotiator, 4th Edition

The Mind and Heart of the Negotiator, 4th Edition
Author: Leigh L. Thompson
ISBN 13: 9780131742277
ISBN 10: 131742272
Edition: 4
Publisher: Prentice Hall
Publication Date: 2008-11-02
Format: Paperback
Pages: 432
List Price: $118.67

KEY BENEFIT: 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: Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situations—such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally.

For attorneys, arbitrators, and other negotiators, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.


Thompson (organization behavior, Northwestern U.) provides an overview of negotiation, presenting key concepts, and discussing theory and research data. The integrative bargaining model underlies her approach to all types of negotiation. Topics include the basics of negotiation analysis, the application of principles of normative models to decision-making, mistakes in negotiation, the complexities of multiple partnerships, various notions of fairness, and the prisoner's dilemma. Annotation c. by Book News, Inc., Portland, Or.