Mind and Heart of the Negotiator

Leigh Thompson

809 citations0/0 files storedUniversity of Maribor digital library (University of Maribor)

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Conflict Management and Negotiation Multi-Agent Systems and Negotiation Game Theory and Applications

Abstract

For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator to enhance your negotiation skills The Mind and Heart of the Negotiator 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

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2008Why It Pays to Get Inside the Head of Your Opponent 2001Battle of the sexes: Gender stereotype confirmation and reactance in negotiations.2007Power, Propensity to Negotiate, and Moving First in Competitive Interactions 2005Constraints and triggers: Situational mechanics of gender in negotiation.2011Status Conflict in Groups 2000Rapport in Conflict Resolution: Accounting for How Face-to-Face Contact Fosters Mutual Cooperation in Mixed-Motive Conflicts 2000Culture and Negotiation 2001Negotiation behavior when cultures collide: The United States and Japan.

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