The Mind and Heart of the Negotiator
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The Mind and Heart of the Negotiator

3.72 of 5 stars 3.72  ·  rating details  ·  76 ratings  ·  6 reviews
Delve into the mind and heart of the negotiator in order to enhance negotiation skills.
"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, facili...more
Paperback, 412 pages
Published July 25th 2011 by Pearson Education (first published August 5th 1997)
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Joecolelife
Jun 01, 2011 Joecolelife rated it 5 of 5 stars  ·  review of another edition
Recommended to Joecolelife by: www.CocoMartini.com
Tonight I'm reading Chapter 7 of this book and last night I was watching EP1 of BBC's "Hustle", a drama about con. Ch. 7 is focused on Power, Persuasion and Ethics. Under the heading "Central Route Persuasion Tactics", one of the tactics is "Social Proof". Well, I'll leave the elaboration to the book itself, but one line strikes me. It reads "People do not realize the extent to which our behaviour is influenced by those around us." I recalled a scene last night when watching "Hustle". A similar...more
Richard
I use this book as the major text in my MBA negotiation course. Thompson does an excellent job of providing a research based understanding of the process of negotiation. Sure to appeal to anyone who appreciates a social scientist's view of the negotiating process.
AtlantaTwin
A good supplement to my Negotiation class. I got more out of the hands-on practice sessions than reading the book, although the book actually warns the reader in the introduction that practice sessions would be needed.
Matt
This is the best book I've read on the subject of negotiations. Really helped me realize that negotiations don't have to be a zero-sum transaction. Digs much deeper than surface level negotiation tactics.
Jean
Overall a very informative book. However, lots of the material repeated itself and most if it was fairly common sense. But again, overall, I'm glad I read it.
Jamie
Very instructive but a bit dry at times
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