At last, a negotiation book that 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, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills.

The Mind and Heart of the Negotiator (2nd Edition)

Business & Money

Thompson, Leigh L.

Management & Leadership

PRENTICE/HALL

Mind And Heart Of The Negotiator

Based on the latest research findings, this book provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, It combines a strong applied flavor with straightforward and lively writing, presents a unified, comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situations—such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally. For attorneys, arbitrators, and other negotiatiors, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

The Mind and Heart of the Negotiator

For undergraduate or graduate management courses in Organization Behavior, Group Dynamics, or Teamwork; also appropriate for executives enrolled in degree and non-degree short courses on general management. A perfect marriage of theory and practice, Making the Team unites cutting-edge research on groups with practical management principles. The text is organized into 3 primary tasks for the leader/manager: 1) Accurately assessing and improving team performance; 2) Managing the internal dynamics of teams (diversity, conflict, and creativity); and 3) Optimally leveraging the team within the larger organization.

Making the Team: A Guide for Managers

Economics

Pearson College Div

KEY BENEFIT: 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. KEY TOPICS: Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situations—such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally. For attorneys, arbitrators, and other negotiators, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

The Mind and Heart of the Negotiator, 4th Edition

This book provides students with valuable tools needed for understanding and managing organizational pursuits, including job interviews, projects with other students, club memberships, and other topics as it relates to work. Some of the featured topics include, the influence of people on organizations, differences between leadership and management, ethical issues and challenges in the workplace, levels of communication, teamwork, and two major topics of justice theory. This book is intended for business students who would like to gain knowledge of organizational behavior.

Organizational Behavior Today

Human Resources

Integrating theory, research, and application, Making the Team, 3e offers leaders, managers, and executives — current and future — the most practical, up-to-date research on groups and teams. The exciting new third edition of Making the Team: A Guide for Managers combines cutting-edge theory with the latest research and real-world applications. It delivers the most current research on groups and teams in a digestible manner. An excellent resource for managers at every stage of the game, the book offers insight to help both players and coaches maximize their success.

Thompson (organization behavior, Northwestern U.) provides an overview of negotiation, presenting key concepts, and discussing theory and research data. The integrative bargaining model underlies her approach to all types of negotiation. Topics include the basics of negotiation analysis, the application of principles of normative models to decision-making, mistakes in negotiation, the complexities of multiple partnerships, various notions of fairness, and the prisoner's dilemma. Annotation c. by Book News, Inc., Portland, Or.

“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing &amp; Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

The Truth About Negotiations

Ft Pr

Gain inside insight to help team leaders and team members maximize their success in business. Making the Team: A Guide for Managers combines cutting-edge theory with the latest research and real-world applications in order to help team leaders and team members succeed in the business world. Every chapter of the fourth edition contains new information, new research, updated examples, and more.

See the best price to sell, buy, or rent books by Thompson, Leigh L.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Thompson, Leigh L.

See the best price to sell, buy, or rent books by Thompson, Leigh L.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Mind and Heart of the Negotiator (2nd Edition)

Mind And Heart Of The Negotiator

The Mind and Heart of the Negotiator

Making the Team: A Guide for Managers

The Mind and Heart of the Negotiator, 4th Edition

Organizational Behavior Today

Making the Team: A Guide for Managers

The Mind and Heart of the Negotiator

The Truth About Negotiations

Making the Team: A Guide for Managers