The Mind and Heart of the Negotiator [Global Edition]

7. Auflage 2021
ISBN: 978-1-292-39946-1
Verlag: Pearson

Buch, Englisch, 368 Seiten, Format (B × H): 176 mm x 229 mm, Gewicht: 638 g

Delve into the mind and heart of the negotiator to enhance yournegotiation skills

isdedicated to individuals who want to improve their ability to negotiate—whetherin multimillion-dollar business deals or personal interactions. This textexplains what to do and what to avoid at the bargaining table, facilitated byan integration of theory, scientific research, and real-world application.The 7th Edition contains new and updated exercises,statistics, and examples from business, politics, and personal life spanningthe globe to illustrate effective, as well as ineffective, negotiation skills.Armed with these, students will be ready to improve their relational as well aseconomic outcomes.

Autoren/Hrsg.

Thompson, Leigh

Thompson, Leigh L.

Inhaltsverzeichnis

PART I: 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 II: 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 III: COMPLEX NEGOTIATIONS

10. Multiple Parties, Coalitions, and Teams 

11. Cross-Cultural Negotiation 

12. Negotiating in a Virtual World

APPENDICES

Appendix 1: Negotiating a Job Offer 

Appendix 2: Third-Party Intervention

Über Autor(innen)

Leigh L. Thompson joined the Kellogg School ofManagement in 1995. She is the J. Jay Gerber Distinguished Professor of DisputeResolution and Organizations. She directs the Leading High Impact Teamsexecutive program and the Kellogg Team and Group Research Center and co-directsthe Negotiation Strategies for Managers program. An active scholar andresearcher, she has published over 120 research articles and chapters and hasauthored 11 books, including (6th Edition) (2nd Edition); andThompson has worked with private and publicorganizations in the U.S., Latin America, Canada, Europe, and the Middle East.Her teaching style combines experiential learning with theory-driven bestpractices. For more information about Leigh Thompson’s teaching and research,please visit leighthompson.com.