The Mind and Heart of the Negotiator

Thompson (organization behavior, Northwestern U.) provides an overview of negotiation, presenting key concepts, and discussing theory and research data. The integrative bargaining model underlies her approach to all types of negotiation. Topics include the basics of negotiation analysis, the application of principles of normative models to decision-making, mistakes in negotiation, the complexities of multiple partnerships, various notions of fairness, and the prisoner's dilemma. Annotation c. by Book News, Inc., Portland, Or.