Mind and Heart of the Negotiator, The (3rd Edition) [Paperback]

Leigh L. Thompson (Author)

Book Description

Publication Date: July 24, 2004

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.

Editorial Reviews

From the Back Cover

The 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. The Mind and Heart of the Negotiator provides managers with proven solutions to many tough negotiation challenges.

• Effective preparation
• Claiming resources
• Expanding the pie of resources
• Assessing and developing an effective motivational, emotional, and disputing style
• Building trust and relationships
• Increasing your power and influence
• Improving your creative thinking
• Dealing with multiple parties, coalitions, constituents, and agents
• Navigating the tension between cooperation and competition
• Effective cross-cultural negotiation
• Negotiating via information technology
• Testing your own rationality and judgment
• Reading nonverbal behavior and deception
• Strategies for dealing with third parties
• Negotiating a job offer

About the Author

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.

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Product Details

• Paperback: 456 pages
• Publisher: Prentice Hall; 3 edition (July 24, 2004)
• Language: English
• ISBN-10: 0131407384
• ISBN-13: 978-0131407381
• Product Dimensions: 9.1 x 7 x 0.7 inches
• Shipping Weight: 1.4 pounds
• Average Customer Review: 4.3 out of 5 stars  See all reviews (26 customer reviews)
• Amazon Best Sellers Rank: #357,689 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

25 of 26 people found the following review helpful:

5.0 out of 5 stars Comprehensive and Practical, October 10, 2001

By 

Dennis Giannetti, MS (Jupiter, Florida USA) - See all my reviews

This review is from: The Mind and Heart of the Negotiator (2nd Edition) (Paperback)

As a professor of Organizational Leadeship and Conflict Resolution...as 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 negotiator. That is, there are elements of logic, weighted analysis and such that the novice negotiator may get lost in. Looking past that, there are many helpful tips, tactics and theories that any negotiator could benefit from.

Now if the price could just come down a bit (I'm negotiating), then this would be a perfect book for a course on negotiation!

19 of 20 people found the following review helpful:

4.0 out of 5 stars Good (supplementary) book on Negotiation, August 22, 2000

By 

Franco Arda (Palo Alto, CA) - See all my reviews
(VINE VOICE)    (REAL NAME)   

This review is from: The Mind and Heart of the Negotiator (Hardcover)

The book is very well structured and extremely readable with real case problems. It starts off with the big picture of negotiation, leads to specific points, and includes toward the end a lot of "people skills" (likes social dilemmas or different cultures). The book is neately structured with a great conclusion at every chapter. Quantitative support is used only where necessary and therefore kept to a minimum. I recommended as a supplementary book to Getting to Yes (still my all time favourite) or The Art and Science of Negotiation (for the very serious student).

17 of 19 people found the following review helpful:

3.0 out of 5 stars Used in MBA program - not that useful, April 5, 2006

By 

Hoppaguy (San Diego) - See all my reviews
(VINE VOICE)   

Amazon Verified Purchase

This review is from: Mind and Heart of the Negotiator, The (3rd Edition) (Paperback)

We used this book in our negotiations class and actually found Getting to Yes to be more useful. This is one of those textbooks that I have written about in other classes that has a lot of common sense in it but it actually makes thinking about negotiation harder than it really is. The book could easily have been shrunk from 430 pages to about 150 pages. The book actually presents too many things to think about in a negotiation that you end up becoming confused about which strategy to use or how to play defense. Of course, like any book some people might like it but I know myself and other classmates did not find it that helpful.