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12 of 12 people found the following review helpful
5.0 out of 5 stars Excellent and well-balanced view of negotiating
This is one of the few books on negotiation written by a woman, and it shows. I particularly liked the numerous summaries of research into psychological phenomena relevant to negotiating, and the way that the rational and the emotional are balanced without judgement. This is one of the three best texts I have ever read on negotiation; the other two are The Manager as...
Published on 28 Sep 2001 by World traveller

versus
3.0 out of 5 stars Three Stars
The book was in good condition. Would have liked the book to arrive faster.
Published 4 months ago by michael


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12 of 12 people found the following review helpful
5.0 out of 5 stars Excellent and well-balanced view of negotiating, 28 Sep 2001
This is one of the few books on negotiation written by a woman, and it shows. I particularly liked the numerous summaries of research into psychological phenomena relevant to negotiating, and the way that the rational and the emotional are balanced without judgement. This is one of the three best texts I have ever read on negotiation; the other two are The Manager as Negotiator (Lax & Sebenius) and The New Negotiating Edge (Gavin Kennedy).
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1 of 1 people found the following review helpful
5.0 out of 5 stars Highly detailed and scientifically supported guide to negotiations, 11 Oct 2010
By 
AK (London) - See all my reviews
(TOP 500 REVIEWER)   
This review is from: The Heart and Mind of the Negotiator (Hardcover)
First of all, this is not a book to necessarily appeal to people looking for five easy steps or seven key principles of negotiation. If you are looking for quick pointers, you will likely be somewhat frustrated by what you'll get.

On the other hand, if you are looking for a more in depth study of the subject, and have more than two hours to devote to it, the book is probably one of the best out there - comprehensive, well written, supported with research and extensively annotated with sources for further reading.

The book follows a clear structure from preparing for negotiations to executing them and examines several additional issues, such as integrative negotiation, social cognition, biases (admittedly not to the extent of say Judgment under Uncertainty: Heuristics and Biases but still adequate to illustrate the points), multi party negotiations, social dilemmas and best practices for learning from one's own negotiating experience.

In spite of its much more scientific nature, the book is easy to read and comprehend, and if you've had a basic economics or psychology course during your university education it should be a breeze in terms of understanding.

While it is probably a sufficient guide on its own, you might want to combine it with Raiffa's The Art and Science of Negotiation for an added perspective (more game theory for instance).
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5.0 out of 5 stars The Mind and Heart of The Negotiator, 5 Nov 2011
A textbook worth keeping.It's on the pricey side, but it is actually worth the money you pay for it.I definitely recommend it.
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5.0 out of 5 stars Great purchase!, 21 Sep 2011
Ordered this second hand book 3-4 days ago. Received it without any problems. It does show sign of use, but barely. Great purchase!
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3.0 out of 5 stars Three Stars, 1 Aug 2014
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The book was in good condition. Would have liked the book to arrive faster.
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5.0 out of 5 stars Five Stars, 29 Oct 2014
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good thanks
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The Heart and Mind of the Negotiator
The Heart and Mind of the Negotiator by Leigh L. Thompson (Hardcover - 5 Aug 1997)
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