The Mind and Heart of the Negotiator by Leigh L Thompson

The Mind and Heart of the Negotiator by Leigh L Thompson

For undergraduate/graduate-level business courses that cover the skills of negotiation. 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.

Leigh Thompson is a Distinguished Professor of Conflict Resolution and Organizations at Northwestern University's Kellogg School of Management. She oversees the Kellogg Team and Group Research Center, as well as the Leading High Impact Teams executive program. She also co-directs the Negotiation Techniques for Managers program. She has written seven volumes, including The Mind and Heart of the Negotiator (3rd Edition), Creating the Team (3rd Edition), and Organizational Behavior Today (in press), and edited five books, including Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, and Negotiation: Theory and Practice. Thompson travels the world giving talks and conducting courses on bargaining skills. Bristol-Myers Squibb, Microsoft, Corn Products International, Sears Holdings, Baxter Healthcare, Chiquita Brands, Lamb Weston, CDW, Fleet Financial, Heller Financial, Novartis, Sandia National Laboratories, and the Central Intelligence Agency are among her clients. Her website is www.LeighThompson.com.

SKU	Unavailable
ISBN 13	9780130179647
ISBN 10	0130179647
Title	The Mind and Heart of the Negotiator
Author	Leigh L Thompson
Condition	Unavailable
Binding Type	Paperback
Publisher	Pearson Education (US)
Year published	2000-10-18
Number of pages	378
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.