Mind and Heart of the Negotiator, The (4th Edition)

For undergraduate and graduate-level business courses that cover the skills of negotiation.

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.

Illustrative Case Studies and Real Life Negotiations

Illustrative examples and actual cases of negotiating in managerial and executive contexts are included throughout the text, driving home the message that many concepts are borne out of real-world situations. Each chapter opens with a case study from:

• Business

• Government

• Community

• Personal life

Skills-Based Approach

Practical take-away points for the manager and the executive have been provided, encouraging students to refine these skills for actual business negotiations. For example:

• Integrative Negotiation; Chapter 4

Self-Insight Assessments

In order to test their own intuition and approach, multiple examples have been included for students:

• Developing a Negotiating Style; Chapter 5

• Cultural Differences; Chapter 10

Sophisticated Bargaining Skills

The second and third sections of the text teach students how to handle complex, yet common negotiation situations, such as:

• Negotiating with agents

• Mediation and arbitration

• Negotiating via email and conference calls

• Negotiating with competitors

• Negotiating cross-culturally

OTHER TOPICS OF DISTINCTION

Negotiation Styles

Chapter 5 focuses on assessing and developing individual negotiation styles, inviting students to honestly appraise their own abilities in terms of:

• Motivation

• Approach

• Emotion

Creativity & Problem Solving

In Chapter 8, focus falls on problem solving and creativity, providing strategies on how to think outside the box at the negotiation table.

Cross-Cultural Negotiations

Advice on key cultural values and negotiation norms across a range of nationalities are addressed in Chapter 10.

Chapter on Information Technology

Chapter 12, focusing on IT, introduces students to different place and time models of social interactions, and provides strategies for enhancing technology-mediated negotiations.

Win-Win Negotiations

This section provides students with strategies and applications for integrative agreements.