The Mind and Heart of the Negotiator

Research output: Book/ReportBook


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, facilitated by an integration of theory, scientific research, and practical examples. This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.
Original languageEnglish (US)
Place of PublicationUpper Saddle River, NJ
PublisherPearson Education
Number of pages432
ISBN (Print)9780132543866
StatePublished - 2012


Dive into the research topics of 'The Mind and Heart of the Negotiator'. Together they form a unique fingerprint.

Cite this