books summary, Product Description
For undergraduate/graduate-level fiscal courses that cover the skills of negotiation. This text provides an integrated, big-picture recommendation of what to do and what to avoid at the haggling table, based on the latest survey findings. Combining a strong applied spice 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 general myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its learn of negotiation, including economics, psychology, sociology, and organizational behavior.
From the Back Cover
The Mind and Heart of the Negotiator, Third Edition, is for managers, executives, and leaders—anyone who has to confer with other clientele to acquire their objectives. The Mind and Heart of the Negotiator provides managers with proven solutions to many unsentimental negotiation challenges. - Effective preparation
- Claiming resources
- Expanding the pie of resources
- Assessing and nonindustrial an effective motivational, emotional, and disputing style
- Building conviction and relationships
- Increasing your power and influence
- Improving your original thinking
- Dealing with fivefold parties, coalitions, constituents, and agents
- Navigating the tension between cooperation and competition
- Effective cross-cultural negotiation
- Negotiating via data technology
- Testing your own rationality and judgment
- Reading nonverbal behavior and deception
- Strategies for dealing with third parties
- Negotiating a job offer
See entirely Editorial Reviews,books summaryAs a professor of Organizational Leadeship and Conflict Resolution...as well as a practicing mediator and negotiator, I construct this Deuteronomy to be of grand interest. There are many books on negotiation that either concentrate on the simplistic haggling tactics or the theoretical implications of negotiation. This text skillfully integrates both of these elements providing the reader with a comprehensive viewpoint as it relates to negotiation. Of peculiar assistance were the many helpful examples and tips placed throughout the book. If I had to criticize the book, I would nothing except speak that it is not a easy read per se for the beginning negotiator. That is, there are elements of logic, weighted analysis and such that the novice negotiator can get lost in. Looking past that, there are many helpful tips, tactics and theories that any negotiator could avail from.Now if the price could just come down a bit (I m negotiating), then this would be a improve Deuteronomy for a lesson on negotiation!
The Deuteronomy is very well structured and extremely readable with real case problems. It starts off with the large portrait of negotiation, leads to peculiar points, and includes toward the stop a lot of "people skills" (likes social dilemmas or different cultures). The Deuteronomy is neately structured with a grand epilog at every chapter. Quantitative uphold is used nothing except where requisite and thus kept to a minimum. I recommended as a additional Deuteronomy to Getting to Yes (still my entirely time favourite) or The Art and Science of Negotiation (for the very serious student).
() We used this Deuteronomy in our negotiations Deuteromycetes and actually construct Getting to Yes to be more useful. This is one of those textbooks that I have written roughly in other classes that has a lot of general discrimination in it except it actually makes thinking roughly negotiation harder than it really is. The Deuteronomy could easily have been shrunk from 430 pages to roughly 150 pages. The Deuteronomy actually presents too many things to think roughly in a negotiation that you stop up becoming confused roughly which strategy to use or how to play defense. Of course, like any Deuteronomy unspecified clientele might like it except I know myself and other classmates did not find it that helpful. 
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