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The Mind and Heart of the Negotiator 6th Edition

by Leigh Thompson (Author)
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For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This program will provide a better teaching and learning experience–for you and your students. Here’s how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text. Provide Students with Practical Real-World Examples Illustrative Case Studies: This text includes multiple examples and actual cases of negotiating in managerial and executive contexts. Each chapter opens with a case study or actual business situation. New to this edition are more than 100 updated examples from the business world, many involving international issues. Real-life Negotiations: Many of the concepts in the chapters are supplemented with illustrations and examples drawn from actual negotiations—both contemporary and historical. Provide Self-Insight Assessments: In order to test their own intuition and approach, multiple examples have been included for students. Examples include: Developing a Negotiating Style—Chapter 5 Power, Gender, and Ethics—Chapter 7 Cross-Cultural Negotiation—Chapter 10
Previous page
  1. ISBN-10
    9780133571776
  2. ISBN-13
    978-0133571776
  3. Edition
    6th
  4. Publisher
    Pearson
  5. Publication date
    June 13, 2014
  6. Language
    English
  7. Dimensions
    7 x 1 x 9.05 inches
  8. Print length
    432 pages
  9. See all details
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Editorial Reviews

About the Author

Leigh L. Thompson joined the Kellogg School of Management in 1995. She is the J. Jay Gerber Distinguished Professor of Dispute Resolution and Organizations. She directs the Leading High Impact Teams executive program and the Kellogg Team and Group Research Center and codirects the Negotiation Strategies for Managers program. An active scholar and researcher, she has published over 100 research articles and chapters and has authored 10 books, including Creative Conspiracy: The New Rules of Breakthrough Collaboration; Making the Team, Creativity in Organizations, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior: Essential Reading, Organizational Behavior Today, The Truth about Negotiation, and Conflict in Organizational Teams. Thompson has worked with private and public organizations in the United States, Latin America, Canada, Europe, and the Middle East. Her teaching style combines experiential learning with theory-driven best practices. For more information about Leigh Thompson’s teaching and research, please visit leighthompson.com.

Product details

  • ASIN ‏ : ‎ 0133571777
  • Publisher ‏ : ‎ Pearson; 6th edition (June 13, 2014)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 432 pages
  • ISBN-10 ‏ : ‎ 9780133571776
  • ISBN-13 ‏ : ‎ 978-0133571776
  • Item Weight ‏ : ‎ 1.21 pounds
  • Dimensions ‏ : ‎ 7 x 1 x 9.05 inches
  • Customer Reviews:

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Customer reviews

4.2 out of 5 stars
4.2 out of 5
67 global ratings

Top reviews from the United States

Streakybonehead
5.0 out of 5 stars it has been written in a manner that it offers great information for anybody wishing to improve their negotiating skills
Reviewed in the United States on October 19, 2015
Verified Purchase
This text was required for my MBA Negotiations class, however, it has been written in a manner that it offers great information for anybody wishing to improve their negotiating skills. It is up to date in its many real-world examples.
2 people found this helpful
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Amazon Customer
5.0 out of 5 stars Fast and giod
Reviewed in the United States on December 15, 2018
Verified Purchase
Fast shipping, Great quality
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Lycos
1.0 out of 5 stars NOT a size flexible text!!
Reviewed in the United States on September 17, 2015
Verified Purchase
I've owned and read every edition of this book from the first to the sixth. I've used this book for a number of my courses and traiming sessions. So I decided to buy also the (6th Ed.) Kindle version so that I can read it on the way. Isn't that the point after all? Well, this is NOT a flexible text. The text willl not adjust to your device screen size. You have to move the page manually to read it as you'd do in a pdf. For the price of over $100 without any discount for the hard-copy owners I find this to be OUTRAGEOUS to say the least! I am very dissapointed and will consider changing this review only once the problem is solved and the owners of the Kindle version will receive a replacement with a real Kindle book instead of this excuse. I hope its wonderful author takes note, and things start moving. Thank you.
12 people found this helpful
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Daisha
3.0 out of 5 stars the flow of the book isn't the best.
Reviewed in the United States on October 12, 2015
Verified Purchase
This book was for a class. The layout is kind of awkward things overlap, the flow of the book isn't the best.
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Linda B
5.0 out of 5 stars Five Stars
Reviewed in the United States on November 12, 2016
Verified Purchase
Learning a lot from this book. Too expensive.
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Andrew Robinson
2.0 out of 5 stars along with the poor structure of the chapters
Reviewed in the United States on April 12, 2016
Verified Purchase
This was the textbook for my Negotiation class, and it has some serious flaws in my opinion...

First, the layout is disorganized, and the concepts are often strangely linked and overlap in a way that makes understanding the ideas much more difficult.

Second, there are grammatical mistakes throughout. This, along with the poor structure of the chapters, makes it hard to believe that the book was ever proofread.

There are also some other issues – some ideas seem contradictory in the book since the author compiles findings from many different sources. However, as a result, there is often no clear framework for understanding negotiations more clearly. Facts from other sources are often stated without commentary on how that finding links to strategic frameworks more generally. Again, this relates to the idea of poor organization and overall flow of the book. Definitions of certain terms are often unclear, and even when they are given they are subsequently used in contexts that do not align with the initially given meaning.

Overall, it has some decent insight to improving negotiation abilities; there are also many interesting examples of negotiations throughout (though the applicability to the section those negotiations are in varies). However, the author lacks sufficient ability to coherently structure the ideas in textbook form.
7 people found this helpful
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Walter
1.0 out of 5 stars Bad book
Reviewed in the United States on January 25, 2021
Verified Purchase
The book is in bad shape. The pages seemed to have gotten wet at some point (they're quite wrinkled).
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M. Mooney
1.0 out of 5 stars Rip-off
Reviewed in the United States on January 21, 2016
Verified Purchase
Per my professor, nothing has changed between 4th, 5th, & 6th editions. Publisher is producing unethical reprints. Just buy an older version.
13 people found this helpful
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Top reviews from other countries

Amir
3.0 out of 5 stars but this time I was a little disappointed because I got a book which looks like a ...
Reviewed in Canada on February 18, 2018
Verified Purchase
Ordering with “one click” is the most convenient way to have my books, but this time I was a little disappointed because I got a book which looks like a second hand or used book! It’s an expensive book in kind ($172!) and I expected to get more for what I paid :( , the book itself is superior, despite its old cover design has a coherent structure, highly recommend to all the executives and people in charge of negotiation in there organization.
Customer image
Amir
3.0 out of 5 stars but this time I was a little disappointed because I got a book which looks like a ...
Reviewed in Canada on February 18, 2018
Ordering with “one click” is the most convenient way to have my books, but this time I was a little disappointed because I got a book which looks like a second hand or used book! It’s an expensive book in kind ($172!) and I expected to get more for what I paid :( , the book itself is superior, despite its old cover design has a coherent structure, highly recommend to all the executives and people in charge of negotiation in there organization.
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M. Can
4.0 out of 5 stars Four Stars
Reviewed in Canada on March 2, 2018
Verified Purchase
Decent read with great principals to neg strategies.
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