The Mind and Heart of the Negotiator

by Leigh L. Thompson

Based on the latest research findings, this book provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, It combines a strong applied flavor with straightforward and lively writing, presents a unified, comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. Over 100 case study examples of negotiations from the business world are used to analyze and demonstrate points. These cases offer readers current and realistic examples of negotiating in managerial and executive contexts, and a look at the real-world. The book shows complex, commonly-occurring negotiating situations—such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally. For attorneys, arbitrators, and other negotiatiors, and many other professions with . It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

Genres: Business, Nonfiction, Management, Textbooks, Leadership, Read For School

434 pages, Paperback

First published August 5, 1997

Reviews

[Mike Van Helden · Rating 3 out of 5]

This is the coursebook of my course in "negotiations and meetings" and focusses especially on negotiating. People often have the idea that negotiating is something "that just happens" and for which some people have "a talent". Nonetheless, negotiating is more complex and requires a lot more research and preparation than series like "PawnStars" appear it to be.

"The Mind and Heart of the Negotiator" by Leigh L. Thompson offers a simple and interesting overview of different negotiation techniques, failures and styles. It deals with online negotiating and intercultural negotiating, integrative and distributive negotiating and delves into the ethics and personal preferences.

Personally, I believe it really well-written and up-to-date. Terms are explained very well and often illustrated with clear and recent examples. This makes the book readable for practically anyone.

[Grow with Marjan · Rating 4 out of 5]

Had to read this for a negotiation course I took. Very informative. A bit too technical for just casual reading.

[Pankachu102 · Rating 4 out of 5]

Read as part of a Negotiation and Persuasion MBA class, covers the common pitfalls of negotiation, strategies for coming to a win-win solution and when to stop negotiating.

Chapters were read in the following order: Preface (N), Ch 7, Apdx 2, Ch 1-2, Ch 5, Ch 3-4, Ch 6, Ch 7- Apdx 1(N), Apdx 3-4 (N)

I believe the professor meant to assign chapter 10 on cross-cultural negotiation instead of chapter 6. Overall I think the non-assigned chapters were interesting and given the chapter mix ups I’m not entirely sure if my professor intended us to read them; that is not the authors fault though so I’m not docking my rating based on my professor’s disorganization.


N (Not assigned)

[Elizabeth Wagner · Rating 3 out of 5]

I read this book as part of a Conflict Management and Negotiation course. The readings help to put some negotiation concepts into a new perspective. Additionally, reading the book and working to align your own conflict management and negotiation styles allowed for self-reflection.

[Maryam · Rating 1 out of 5]

"If you follow all the strategies outlined in this chapter [book], you will be an enlightened negotiator." pp. 91
NO, THANK YOU!

[Ahmad · Rating 4 out of 5]

Handy and exciting book. Used it for my negotiations class. It was really helpful to complement actual simulations during class.

[Paula · Rating 5 out of 5]

One of the best academic books about negotiations I've read.

[Nathan · Rating 5 out of 5]

The best book on negotiation out there.

[Travis · Rating 4 out of 5]

According to my negotiation professor, "As far as textbooks on negotiation go, this is one of the top ones....but that's not saying much."

This book covers a lot of ground and introduces readers to all the important concepts. Add in the fact that it's well-organized, and I would give it 5-stars.

However, my only complaint (and reason for 4-stars) is that it doesn't go into any topic in much depth. This book could easily be twice as long (and that would be a good thing as far as I'm concerned). Each topic is introduced, but often gets only cursory treatment, sometimes no more than a few sentences. And while the book does cite useful references on most of the concepts discussed, I felt the bibliography was a little sparse. Looking up some of the ideas after the fact showed a vast body of literature that could have been cited.

So, while I plan to keep this and refer to it to recall some of the ideas, I expect that I'll always need to dig a bit deeper than what's presented.

[Leader Summaries · Rating 5 out of 5]

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 · Rating 5 out of 5]

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 · Rating 4 out of 5]

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.

[Matt · Rating 5 out of 5]

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.

[AtlantaTwin · Rating 3 out of 5]

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.

[Jamie · Rating 3 out of 5]

Very instructive but a bit dry at times

[Jacqueline · Rating 5 out of 5]

Impressive, simple to read and understand.

[Jeanne McFarland · Rating 2 out of 5]

A textbook for a negotiation class.

Well written and very textbook.

[Sharif · Rating 3 out of 5]

Informative albeit dry.