The Mind and Heart of the Negotiator by Leigh L Thompson

The Mind and Heart of the Negotiator by Leigh L Thompson

For business courses that cover skills of negotiation, this text provides a view of what to do and what to avoid at the bargaining table, based on research findings. It presents an overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators.

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.

SKU	Unavailable
ISBN 13	9780131407381
ISBN 10	0131407384
Title	The Mind and Heart of the Negotiator
Author	Leigh L Thompson
Condition	Unavailable
Binding Type	Paperback
Publisher	Pearson Education (US)
Year published	2004-07-29
Number of pages	456
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.