The mind and heart of the negotiator by Leigh L. Thompson. (Boston : Pearson, 2012)

Overview

The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate–whether in multimillion-dollar business deals or personal interactions. 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.

This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.

You can find this title at IESE’s Library catalog.