The Mind and Heart of the Negotiator

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9780132709507: The Mind and Heart of the Negotiator

The book takes a social-psychological approach to negotiation. It provides the reader with the tools for understanding both the basics and the complexities of negotiation. The book combines principles, theories, applications, and the latest research--it is the student handbook on negotiation! Website at <>.

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From the Back Cover:

Presents a unified, integrated, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations. This unique book weaves together a wide range of disciplines, including economics, psychology, sociology, communication, and organizational behavior. The book gradually builds the complexity of information presented from early to later chapters as well as within each chapter. It reveals the interrelation of the economics and the psychology of negotiation. It also discusses the influence of technology on communication and social interaction. An essential resource for any professional or individual who wishes to strengthen their negotiating skills.

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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