Mind and Heart of the Negotiator, The, Global Edition

Leigh L. Thompson joined the Kellogg School ofManagement in 1995. She is the J. Jay Gerber Distinguished Professor of DisputeResolution and Organizations. She directs the Leading High Impact Teamsexecutive program and the Kellogg Team and Group Research Center and co-directsthe Negotiation Strategies for Managers program. An active scholar andresearcher, she has published over 120 research articles and chapters and hasauthored 11 books, including Making the Team (6th Edition);Creativity and Innovation in Organizational Teams; Shared Knowledge inOrganizations; Negotiation: Theory and Research; Creative Conspiracy: The NewRules of Breakthrough Collaboration; Stop Spending, Start Managing; The SocialPsychology of Organizational Behavior: Essential Reading; OrganizationalBehavior Today; The Truth about Negotiations (2nd Edition); and Conflictin Organizational Groups. Thompson has worked with private and publicorganizations in the U.S., Latin America, Canada, Europe, and the Middle East.Her teaching style combines experiential learning with theory-driven bestpractices. For more information about Leigh Thompson’s teaching and research,please visit leighthompson.com.

PART I: NEGOTIATION ESSENTIALS

1. Negotiation: The Mind and the Heart 

2. Preparation: What to Do Before Negotiation 

3. Distributive Negotiation: Claiming Value

4. Integrative Negotiation: Expanding the Pie 

 

PART II: NEGOTIATION SKILLS  

5. Understanding Personality and Motivation 

6. Managing Emotions and Contentious Negotiations        

7. Establishing Trust and Building Relationships 

8. Power, Ethics, & Reputation  

9. Creativity, Problem-Solving, and Learning in Negotiation 

 

PART III: COMPLEX NEGOTIATIONS

10. Multiple Parties, Coalitions, and Teams 

11. Cross-Cultural Negotiation 

12. Negotiating in a Virtual World

 

APPENDICES

Appendix 1: Negotiating a Job Offer 

Appendix 2: Third-Party Intervention