Mind and Heart of the Negotiator, The (3rd Edition)
| Author | : | |
| Rating | : | 4.68 (975 Votes) |
| Asin | : | 0131407384 |
| Format Type | : | paperback |
| Number of Pages | : | 456 Pages |
| Publish Date | : | 2017-10-30 |
| Language | : | English |
DESCRIPTION:
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. 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. For undergraduate/graduate-level business courses that cover the skills of negotiation. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.
Thompson is the J. 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. . An active consultant and trainer, Thompson has taught negotiation skills to e
From the Back CoverThe Mind and Heart of the Negotiator,Third Edition, is for managers, executives, and leaders—anyone who has to negotiate with other people to attain their objectives. Effective preparationClaiming resourcesExpanding the pie of resourcesAssessing and developing an effective motivational, emotional, and disputing styleBuilding trust and relationshipsIncreasing your power and influenceImproving your creative thinkingDealing with multiple parties, coalitions, constituents, and agentsNavigating the tension between cooperation and competitionEffective cross-cultural negotiationNegotiating via information technologyTesting your own rationality and judgmentReading nonverbal behavior and deceptionStrategies for dealing with third partiesNegotiating a job offer.
Thomas Oswald said Comprehensive in Its Breadth. As others have noted, there are many books on negotiations. What makes this book stand out is the comprehensive breadth of its coverage and that it provides an integrated view on the subject. To my knowledge, it is unique in its coverage of both the "hard" and "soft" aspects of negotiations.For that reason, I recommend this book to everyone interested in negotiations. Using it as a foundation, you can then read other books to explore more deeply specific aspects of this subject.If your budget allows, I also recommend Essentials of Negotiation as a complement to this book.Once you've read one or both of those, you'll be rea. Brilliant tool to prepare for/evaluate negotiations Thompson's book provides an easy to read guide for both the novice and experienced negotiator. While providing clear strategic advice on what to do at and away from the table, this book goes one step further by providing insights into the mental models of negotiators and the biases that can seriously hinder one's negotiated outcome. I used this book for a negotiation course at Harvard, and continue to refer back to it in my work and personal interactions.. Dennis Giannetti, MS said Comprehensive and Practical. As a professor of Organizational Leadeship and Conflict Resolutionas well as a practicing mediator and negotiator, I found this book to be of great interest. There are many books on negotiation that either focus on the simplistic bargaining tactics or the theoretical implications of negotiation. This text skillfully integrates both of these elements providing the reader with a comprehensive viewpoint as it relates to negotiation.Of specific assistance were the many helpful examples and tips placed throughout the book. If I had to criticize the book, I would only say that it is not a simple read per se for the beginning neg