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The Mind and Heart of the Negotiator

3.83  ·  Rating details ·  197 ratings  ·  11 reviews
This work takes a social-psychological approach to negotiation. It aims to provide the reader with the tools for understanding both the basics and complexities of negotiation. The book also combines principles, theories, applications, and research.
Kindle Edition, Sixth Edition, 432 pages
Published July 23rd 2014 by Pearson (first published August 5th 1997)
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3.83  · 
Rating details
 ·  197 ratings  ·  11 reviews


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Natasha
Dec 17, 2017 rated it it was amazing  ·  review of another edition
An amazingly useful book, both for professional and personal life.
Leader Summaries
Desde Leader Summaries recomendamos la lectura del libro La mente y el corazón del negociador, de Leigh Thompson.
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: habilidades directivas, negociar con eficacia.
En el siguiente enlace tienes el resumen del libro La mente y el corazón del negociador, Estrategias para iniciar una negociación y obtener los mejores resultados posibles: La mente y el corazón del negociador
Leader Summaries
Sep 12, 2014 rated it it was amazing  ·  review of another edition
Shelves: negociación
Es un libro muy interesante para conocer los conceptos básicos en una negociación como qué es el BATNA o la ZOPA. Se presentan ejemplos de estrategias de negociación no convencional y cómo evitar los errores más flagrantes propios de personas no versadas en negociaciones difíciles.
Teri Temme
Mar 27, 2016 rated it really liked it
Covers a large area of negotiations. I don't agree completely with face to face being the best - given time factors its almost impossible if that is your job (like it is mine). I would not complete more than 25% of what I do now if I had to meet with everyone. It also changes the dynamics which is not necessarily a good thing.
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
Jan 24, 2008 rated it it was amazing  ·  review of another edition
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.
Jacqueline
Jul 23, 2015 rated it it was amazing  ·  review of another edition
Impressive, simple to read and understand.
Sharif
Dec 28, 2017 rated it liked it  ·  review of another edition
Shelves: non-fiction
Informative albeit dry.
Jean
Sep 16, 2013 rated it liked it  ·  review of another edition
Shelves: textbooks
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.
Jeanne McFarland

A textbook for a negotiation class.

Well written and very textbook.
Jamie
Jul 20, 2011 rated it liked it  ·  review of another edition
Very instructive but a bit dry at times
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