At last, a negotiation book that 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, The Mind and Heart of the Negotiator
presents a unified, and comprehensive overview of the insights,
strategies, and practices inherent to successful negotiations and
addresses the most common myths and pitfalls that plague negotiators.
This unique book weaves together a wide range of disciplines in its
study of negotiation and discusses distributive negotiation, win-win
negotiation, developing a negotiating style, creativity and problem
solving, and cross-cultural negotiation. For those in psychology,
sociology, and organizational behavior economics interested in improving
their negotiation skills.