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The Mind and Heart of the Negotiator


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Table of Contents

I. ESSENTIALS OF NEGOTIATION. 1. Negotiation: The Mind and the Heart.
2. Preparation: What to Do Before Negotiation.
3. Distributive Negotiation: Slicing the Pie.
4. Win-Win Negotiation: Expanding the Pie.
II. ADVANCED NEGOTIATION SKILLS. 5. Developing a Negotiating Style.
6. Establishing Trust and Building a Relationship.
7. Power, Persuasion, and Ethics.
8. Creativity and Problem Solving in Negotiations.
III. APPLICATIONS AND SPECIAL SCENARIOS. 9. Multiple Parties, Coalitions, and Teams.
10. Cross-Cultural Negotiation.
11. Tacit Negotiations and Social Dilemmas.
12. Negotiating via Information Technology.
APPENDICES. Appendix 1: Are You a Rational Person? Check Yourself.
Appendix 2: Nonverbal Communication and Lie Detection.
Appendix 3: Third-Party Intervention.
Appendix 4: Negotiating a Job Offer.
Subject Index.
Author Index.

Promotional Information

This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

About the Author

Leigh L. Thompson is the J. L. and Helen Kellogg Distinguished Professor of Management and Organizations in the Kellogg Graduate School of Management at Northwestern University. She is the director of the AT&T Behavioral Research Laboratory at Kellogg, an executive member of the Dispute Resolution Research Center, and also conducts the Negotiation Strategies and Leading High Impact Teams Executive Programs at Kellogg. An active consultant and trainer, Thompson has taught negotiation skills to executives and managers all over the world. An internationally recognized scholar, Thompson has published 3 books and over 50 articles in leading management journals and books. Thompson has received numerous awards and honors for her research, including the National Science Foundation Presidential Young Investigator Award, a fellowship at the Center for Advanced Study in the Behavioral Sciences at Stanford, California, and a grant from Citigroup Behavioral Sciences Research Council of Citibank.

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