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Mind and Heart of the Negotiator, The (3rd Edition) | 
 enlarge | Author: Leigh L. Thompson
Publisher: Prentice Hall
Category: Book
List Price: $100.00
Buy New: $62.89
You Save: $37.11 (37%)
New (20) Used (26) Collectible (1) from $40.00
Rating:  12 reviews
Sales Rank: 224524
Media: Paperback
Edition: 3
Pages: 456
Number Of Items: 1
Shipping Weight (lbs): 1.4
Dimensions (in): 9.1 x 7 x 0.7
ISBN: 0131407384
Dewey Decimal Number: 658.4052
EAN: 9780131407381
ASIN: 0131407384
Publication Date: July 24, 2004
Availability: Usually ships in 1-2 business days
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Product Description
For undergraduate/graduate-level business courses that cover the skills of negotiation. This text 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, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.
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| Customer Reviews: Read 7 more reviews...
 Everyone needs to read this book September 30, 2008
H. C. Morgan (Minneapolis, MN)
This has helped my husband negotiate jobs, and it has helped us negotiate with each other on what we want to accomplish with our family. It gives great examples and simple steps. It is clear and a quick read.
 Great practical guide to negotiation February 10, 2008
Diane LeBlanc (Halifax NS)
This book is a good balance of academic/research reviews and an even better practical guide for improving your negotiation style.
Good book! July 28, 2007
Mark Fox (Liberty Lake, WA United States)
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 November 3, 2006
Vincent P. Maffeo (Gaithersburg, MD)
1 out of 1 found this review helpful
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 April 6, 2006
Hoppaguy
10 out of 11 found this review helpful
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.
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