Produktdetaljer
Biografisk notat
Leigh L. Thompson joined the Kellogg School ofManagement in 1995. She is the J. Jay Gerber Distinguished Professor of DisputeResolution and Organizations. She directs the Leading High Impact Teamsexecutive program and the Kellogg Team and Group Research Center and co-directsthe Negotiation Strategies for Managers program. An active scholar andresearcher, she has published over 120 research articles and chapters and hasauthored 11 books, including Making the Team (6th Edition);Creativity and Innovation in Organizational Teams; Shared Knowledge inOrganizations; Negotiation: Theory and Research; Creative Conspiracy: The NewRules of Breakthrough Collaboration; Stop Spending, Start Managing; The SocialPsychology of Organizational Behavior: Essential Reading; OrganizationalBehavior Today; The Truth about Negotiations (2nd Edition); and Conflictin Organizational Groups. Thompson has worked with private and publicorganizations in the U.S., Latin America, Canada, Europe, and the Middle East.Her teaching style combines experiential learning with theory-driven bestpractices. For more information about Leigh Thompson’s teaching and research,please visit leighthompson.com.
For undergraduate and graduate-level business courses that coverthe skills of negotiation.
Delve into the mind and heart of the negotiator to enhance yournegotiation skills
The Mind and Heart of the Negotiator isdedicated to individuals who want to improve their ability to negotiate—whetherin multimillion-dollar business deals or personal interactions. This textexplains what to do and what to avoid at the bargaining table, facilitated byan 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 spanningthe globe to illustrate effective, as well as ineffective, negotiation skills.Armed with these, students will be ready to improve their relational as well aseconomic outcomes.
PART I: NEGOTIATION ESSENTIALS
1. Negotiation: The Mind and the Heart
2. Preparation: What to Do Before Negotiation
3. Distributive Negotiation: Claiming Value
4. Integrative Negotiation: Expanding the Pie
PART II: NEGOTIATION SKILLS
5. Understanding Personality and Motivation
6. Managing Emotions and Contentious Negotiations
7. Establishing Trust and Building Relationships
8. Power, Ethics, & Reputation
9. Creativity, Problem-Solving, and Learning in Negotiation
PART III: COMPLEX NEGOTIATIONS
10. Multiple Parties, Coalitions, and Teams
11. Cross-Cultural Negotiation
12. Negotiating in a Virtual World
APPENDICES
Appendix 1: Negotiating a Job Offer
Appendix 2: Third-Party Intervention
Provide students with practical, real-world examples
- New - Chapter-Opening Case Studies detail negotiations drawn from business, government, world affairs, community, and personal life.
- Self-Insight Assessments, Quizzes, and Examples. In order for students to test their own intuition and approach, multiple examples (regarding style, ethical principles, and cultural differences in negotiation) have been included.
Offer in-depth information on business negotiation skills
- A skills-based approach. This text provides practical takeaway points for the manager and executive. For example, Chapter 4 on integrative negotiation contains a series of hands-on principles that have been proven to increase the value of negotiated deals.
- Revised - Going in-depth into advanced bargaining skills. The third section of this text deals with complex, yet commonly occurring negotiating situations, such as multi-party, cross-cultural, and virtual negotiations.
Keep your course current and relevant
- New - Current scientific research. This text cites groundbreaking results of more than 125 new scientific articles on negotiations. Highlights of the latest research include opening offers and the types that negotiators should make; distributive negotiation which greatly influences Chapter 3; and emotion, especially the different types (such as anger, disappointment, and sadness), which inspired the two new stand-alone chapters on emotion and highly contentious negotiations.
Changes to the table of contents
- New and Updated - Significant organizational changes to the table of contents helps students better navigate the material. The 7th Edition features 2 new chapters: Understanding Personality (Chapter 5) and Managing Emotions and Contentious Negotiations (Chapter 6).
Provide students with practical, real-world examples
- Chapter-Opening Case Studies detail negotiations drawn from business, government, world affairs, community, and personal life.
Offer in-depth information on business negotiation skills
- Going in-depth into advanced bargaining skills. The third section of this text deals with complex, yet commonly occurring negotiating situations, such as multi-party, cross-cultural, and virtual negotiations.
Keep your course current and relevant
- Current scientific research. This text cites groundbreaking results of more than 125 new scientific articles on negotiations. Highlights of the latest research include opening offers and the types that negotiators should make; distributive negotiation which greatly influences Chapter 3; and emotion, especially the different types (such as anger, disappointment, and sadness), which inspired the two new stand-alone chapters on emotion and highly contentious negotiations.
Changes to the table of contents
- Significant organizational changes to the table of contents helps students better navigate the material. The 7th Edition features 2 new chapters: Understanding Personality (Chapter 5) and Managing Emotions and Contentious Negotiations (Chapter 6).
Produktdetaljer
Biografisk notat
Leigh L. Thompson joined the Kellogg School ofManagement in 1995. She is the J. Jay Gerber Distinguished Professor of DisputeResolution and Organizations. She directs the Leading High Impact Teamsexecutive program and the Kellogg Team and Group Research Center and co-directsthe Negotiation Strategies for Managers program. An active scholar andresearcher, she has published over 120 research articles and chapters and hasauthored 11 books, including Making the Team (6th Edition);Creativity and Innovation in Organizational Teams; Shared Knowledge inOrganizations; Negotiation: Theory and Research; Creative Conspiracy: The NewRules of Breakthrough Collaboration; Stop Spending, Start Managing; The SocialPsychology of Organizational Behavior: Essential Reading; OrganizationalBehavior Today; The Truth about Negotiations (2nd Edition); and Conflictin Organizational Groups. Thompson has worked with private and publicorganizations in the U.S., Latin America, Canada, Europe, and the Middle East.Her teaching style combines experiential learning with theory-driven bestpractices. For more information about Leigh Thompson’s teaching and research,please visit leighthompson.com.