 |
GetTextbooks.co.uk
Compare Prices & Save up to 90% |
|
|
|
| Login | Sign up | My Wish List |
 | | Mind and Heart of the Negotiator, The by Leigh L. Thompson ISBN-10: 0132709503 ISBN-10: 0-13-270950-3 ISBN-13: 9780132709507 ISBN-13: 978-0-13-270950-7 Hardcover 1997-08-05 Prentice Hall College Div Find Lowest Price |
Editorials | ||
Product Description 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. | ||
Reviews | ||
Great practical guide to negotiation This book is a good balance of academic/research reviews and an even better practical guide for improving your negotiation style. | ||
Good book! This was the text in a grad level class I took, and I'm glad the prof chose it! This is a great read for anyone that wants to learn how negotiation affects all aspects of your life as well as for those who want to improve their negotiating skills! | ||
Great content, very dry The book has many excellent points, but is written in a manner that will bore you. Several of us in class have three books to read, and this one is the least interesting. I still would recommend it as a good textbook, but only if used as an additional resource to "Getting to Yes" and "You can negotiate anything". Between the three you'll stay interested and the overlap will reinforce. | ||
Used in MBA program - not that useful 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. | ||
excellent book. Definitely recommended for anyone interested in learning more about the topic. I enjoyed Thompson's no-nonsense approach to negotiation. This book is full of interesting case examples from the real world. It is substantive and practical. Definitely a good buy. | ||