Social Psychology of Negotiation
I learned more about negotiation from Leigh L. Thompson's Mind and Heart of the Negotiator than from any book I've read, seminar I've taken, or advice I've been given. And I've read, taken and been advised a lot since I began my LL.M studies in conflict resolution at Straus in 2004.
So despite the steep price-tage on Negotiation Theory and Research, edited by Dr. Thompson, I'm buying my copy today. You can await my recommendation or skim Dr. Thompson's on-line work and purchase your volume before any of your negotiating partners do.
Dr. Thompson is one of those frighteningly accomplished people who make you feel as if you must be sitting around watching soap operas all day. She's currently the J. Jay Gerber Distinguished Professor of Dispute Resolution & Organizations in Northwestern's Kellogg School of Management; has received the multi-year Presidential Young Investigator award from the National Science Foundation; gathered up several National Science Foundation grants; and has served a term as Fellow at the Center for Advanced Study in the Behavioral Sciences in Stanford, California.
At Kellogg, Dr. Thompson directs the Kellogg Team and Group Research Center, the Leading High Impact Teams Executive Program at Kellogg, and the Behavioral Laboratory at Kellogg.
I'm already completely worn out before I'm told that she has published over 90 research articles, books, and chapters, including The Mind and Heart of the Negotiator (3rd edition), Shared Cognition in Organizations (with John Levine and David Messick), Making the Team (2nd edition), The Social Psychology of Organizational Behavior: Key Readings, and Creativity in Organizations.
She is a member of the editorial boards of Organizational Behavior and Human Decision Processes, Journal of Personality and Social Psychology, Journal of Experimental Social Psychology, Journal of Behavioral Decision Making, and International Journal of Conflict Management.