Leigh Thompson's The Mind and Heart of the Negotiator PDF

Leigh Thompson's The Mind and Heart of the Negotiator PDF

By Leigh Thompson

For undergraduate and graduate-level enterprise classes that disguise the talents of negotiation.


Delve into the brain and center of the negotiator for you to increase negotiation skills.


The brain and middle of the Negotiator is devoted to negotiators who are looking to enhance their skill to negotiate—whether in multimillion-dollar company bargains or own interactions. this article offers an built-in view of what to do and what to prevent on the bargaining desk, facilitated via an integration of thought, clinical study, and sensible examples.


This application will offer a greater educating and studying experience–for you and your scholars. Here’s how:

  • Provide scholars with sensible Real-World Examples:  Each bankruptcy opens with a case examine that illustrates a true enterprise situation.
  • Offer In-Depth details on company Negotiation Skills: this article presents useful take-away issues for the executive and govt on integrative negotiation and incorporates a sequence of hands-on rules which were confirmed to extend the worth of negotiated deals.
  • Keep your path present and Relevant: New examples, workouts, and records look during the textual content.

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Extra info for The Mind and Heart of the Negotiator

Example text

Focal points, like anchors, are salient numbers, figures, or values that appear to be valid but have no basis in fact. 15 They were then asked whether the number of physicians in Manhattan was larger or smaller than the number formed by those last four digits. Finally, they were asked to estimate how many physicians were located in Manhattan. Despite the fact that it was obvious to everyone that Social Security digits are random and, therefore, could not possibly be related to the number of doctors in Manhattan, a strong correlation emerged between the digits and people’s estimates.

You can use this information to assess your expected probabilities of selling your house: Reduce the price of your home to $265,000 Psale = 60% Reduce the price of your home to $250,000 Psale = 35% Rent the house Prent = 5% The probabilities represent the chances that you think your house will sell at a particular price or will have to be rented. Thus, you think that if the list price of your house is reduced to $265,000, it is 60% likely that you will receive an offer of that amount within 6 weeks.

Prospect theory: An analysis of decision under risk. Econometrica, 47(2), 263–291. 20 Bottom, W. P. (1998). Negotiator risk: Sources of uncertainty and the impact of reference points on negotiated agreements. Organizational Behavior and Human Decision Processes, 76(2), 89–112. 21 Klein, A. (2003, June 15). Lord of the flies. Washington Post, p. W06. 22 The art of the art deal. (2007, June 11). Bloomberg Businessweek. 23 Consequently, loss-framed negotiators are reluctant to reveal information that could be used to exploit them; instead, they prefer to manage risk by delaying outcomes.

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