Overview

For undergraduate and graduate-level business courses that cover the skills of negotiation The Mind and Heart of the Negotiator is dedicated to individuals who want to improve their ability to negotiate - whether in multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and real-world application. The 7th Edition contains new and updated exercises, statistics, and examples from business, politics, and personal life spanning the globe to illustrate effective, as well as ineffective, negotiation skills. Armed with these, students will be ready to improve their relational as well as economic outcomes.

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9781292399461

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Leigh L. Thompson joined the Kellogg School of Management in 1995. She directs the Leading High Impact Teams executive program and the Kellogg Team and Group Research Center and co-directs the Negotiation Strategies for Managers program. An active scholar and researcher, she has published over 120 research articles and chapters and has authored 11 books. Thompson has worked with private and public organisations in the U.S., Latin America, Canada, Europe, and the Middle East. Her teaching style combines experiential learning with theory-driven best practices.

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