The mind and heart of the negotiator

Abstract

This book is dedicated to individuals who want to improve their ability to negotiate-whetherin multimillion-dollar business deals or personal interactions. This text explains what to do and what to avoid at the bargaining table, facilitated byan integration of theory, scientific research, and real-world application.The 7th Edition contains new and updated exercises,statistics, and examples from business, politics, and personal life spanning the globe to illustrate effective, as well as ineffective, negotiation skills.Armed with these, students will be ready to improve their relational as well as economic outcomes.