The Mind and Heart of the Negotiator (3rd Edition)
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.
Thompson, Leigh. 2005. The Mind and Heart of the Negotiator (3rd Edition). Upper Saddle River, NJ: Prentice Hall, 3rd edition.