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The Mind and Heart

of the Negotiator
Sixth Edition

Leigh L. Thompson
Kellogg School of Management
Northwestern University

Copyright © 2015 Pearson Education, Inc.

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Part One
The Essentials of Negotiation

— Chapter 1 —
Negotiation: The Mind and The
Heart

Copyright © 2015 Pearson Education, Inc.

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Like it or not, you are a negotiator…

Negotiation is…
• Your key communication and influence tool
• An interpersonal decision-making process
necessary whenever we cannot achieve our
objectives single-handedly
• Not just about resources – it is equally about
relationships and trust

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Negotiation is a core management skill.

Key reasons effective negotiation skills are
important:
• Dynamic nature of business
• Interdependence
• Economic forces
• Information technology
• Globalization

Copyright © 2015 Pearson Education, Inc.

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What are the mistakes negotiators

make?
The four major shortcomings between
disputants in a negotiation:
• Leaving money on the table
• Settling for too little
• Walking away from the table
• Settling for terms that are worse than your
best alternative

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Why are people ineffective negotiators?

People are poor at negotiation because of
the influence of four fundamental biases:

• Egocentrism
• Confirmation bias
• Satisficing
• Self-reinforcing incompetence

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Common Myths about Negotiation

Negotiations are fixed Good negotiators take

sum. risks.

You need to be either Life experience is a

tough or soft. great teacher.
Good negotiators are Good negotiators rely
born with the skill. on their intuition.

Copyright © 2015 Pearson Education, Inc.

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What should I expect to learn?

The Learning Objectives of this book are:
• To improve your ability to negotiate
successfully
• To form your general strategies for successful
negotiations
• To pursue negotiations from an enlightened model
which assumes that the other person you are
negotiating with is every bit as motivated,
intelligent, and prepared as you

Copyright © 2015 Pearson Education, Inc.

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Chapter Conclusion
• Across the sections of The Mind and Heart of the
Negotiator, we focus on the mind of the negotiator as
it involves
the development of deliberate, rational, and
thoughtful
strategies for negotiation.
• We also focus on the heart of the negotiator, because
ultimately we care about relationships and trust.
• We base all our teaching and best practices on
scientific research in the areas of economics and
psychology,
reflecting the idea that both the bottom line and our
relationships are important.
Copyright © 2015 Pearson Education, Inc.