The Mind and Heart of the Negotiator

The Mind and heart of the negotiator integrates theory, scientific research, and real-world application to provide an in-depth study of advanced bargaining skills. To help students better navigate the material, the text has been divided into three sections. The first lays down the groundwork for effective negotiation and highlights its key principles. The second section focuses on specific negotiation skills such as establishing trust, building relationships, and making ethical decisions. And finally, the third section deals with complex yet common situations, such as mutiparty, cross-cultural, and virtual negotiations. Integrated examples, quizzes, and self-assessments in select chapters help students examine their own negotiation styles as they learn and apply the concepts within. In addition, the seventh edition includes two new chapters, one on understanding the personality and motivational orientation of the negotiator and the other on managing emotions at both ends of the negociation table ; all-new chapter-opening case studies depicting real-life examples drawn from business, politics, and world affairs to illustrate effective, as well as ineffective, negociation approaches ; updated coverage based on groundbreaking findings drawn from more than 175 new scientific articles, including ones on distributive negotiation, opening offers, and management of emotions.