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Mind and Heart of the Negotiator, Second Edition, The

Book Description

At last, a negotiation book that provides an integrated, big-picture view of what to do and what to avoid at the bargaining table based on the latest research findings! Combining a strong applied flavor with straightforward and lively writing, The Mind and Heart of the Negotiator presents a unified, and comprehensive overview of the insights, strategies, and practices inherent to successful negotiations and addresses the most common myths and pitfalls that plague negotiators. KEY TOPICS: This unique book weaves together a wide range of disciplines in its study of negotiation and discusses distributive negotiation, win-win negotiation, developing a negotiating style, creativity and problem solving, and cross-cultural negotiation. MARKET: For those in psychology, sociology, and organizational behavior economics interested in improving their negotiation skills.

Table of Contents

  1. Copyright
  2. Prentice Hall Business Publishing Management Titles for 2001
  3. Preface to the New Edition
  4. Preface
  5. Essentials of Negotiation
    1. Negotiation: The Mind and the Heart
      1. Negotiation as a Core Management Competency
      2. Most People Are Ineffective Negotiators
      3. The Major Sins of Negotiation
      4. Why Are People Ineffective Negotiators?
      5. Debunking Negotiation Myths
      6. Learning Objectives
      7. The Mind and Heart
    2. Preparation: What to Do Before Negotiation
      1. Self-Assessment
      2. Sizing Up the Other Party
      3. Situation Assessment
      4. Conclusion
    3. Distributive NegotiatioN: Slicing the Pie
      1. The Bargaining Zone and the Negotiation Dance
      2. Pie-Slicing Strategies
      3. The Most Commonly Asked Questions
      4. The Power of Fairness
      5. Conclusion
    4. Win-Win Negotiation: Expanding the Pie
      1. What Is Win-Win Negotiation Anyway?
      2. Telltale Signs of Win-Win Potential
      3. A Pyramid Model
      4. Most Common Pie-Expanding Errors
      5. Strategies That Do Not Really Work
      6. Strategies That Work
      7. An Application of Integrative Strategies
      8. A Strategic Framework for Reaching Integrative Agreements
      9. Do Not Forget about Claiming
      10. Conclusion
  6. Advanced Negotiation Skills
    1. Developing a Negotiating Style
      1. Tough versus Soft Negotiators
      2. Motivation-Approach-Emotion
      3. Motivations
      4. Approach
      5. Emotions
      6. Putting It All Together
    2. Establishing Trust and Building a Relationship
      1. Why Care About Trust?
      2. Relationships in Negotiation
      3. Three Types of Trust Relationships
      4. Building Trust: Rational and Deliberate Mechanisms
      5. Building Trust: Implicit Emotional Mechanisms
      6. Threats to Trust
      7. Repairing Broken Trust
      8. Conclusion
    3. Power, Persuasion, and Ethics
      1. Your BATNA Is Your Most Important Source of Power in Negotiation
      2. Tapping into Your Power
      3. Persuasion Tactics
      4. Ethics
      5. Conclusion
    4. Creativity and Problem Solving in Negotiations
      1. Creativity in Negotiation
      2. Creative Negotiation Agreements
      3. Threats to Effective Problem Solving and Creativity
      4. Creative Negotiation Strategies
      5. What Is Your Mental Model of Negotiation?
      6. Conclusion
  7. Applications and Special Scenarios
    1. Multiple Parties, Coalitions, and Teams
      1. Analyzing Multiparty Negotiations
      2. Multiparty Negotiations
      3. Coalitions
      4. Principal-Agent Relationship
      5. Constituent Relationships
      6. Team Negotiation
      7. Intergroup Negotiation
      8. Conclusion
    2. Cross-Cultural Negotiation
      1. An Approach to Learning About Cultures
      2. Cultural Values and Negotiation Norms
      3. Key Challenges of Intercultural Negotiation
      4. Predictors of Success in Intercultural Interactions
      5. Advice for Cross-Cultural Negotiations
      6. Conclusion
    3. Tacit Negotiations and Social Dilemmas
      1. Business as a Social Dilemma
      2. Common Myths About Interdependent Decision Making
      3. The Prisoner's Dilemma
      4. Social Dilemmas
      5. Escalation of Commitment
      6. Conclusion
    4. Negotiating via Information Technology
      1. Place-Time Model of Social Interaction
      2. Information Technology and Negotiation Behavior
      3. Strategies For Enhancing Technology-Mediated Negotiations
      4. On-Line Commercial Negotiations
      5. Conclusion
    5. Are You a Rational Person?: Check Yourself
      1. Why Is It Important to be Rational?
      2. Individual Decision Making
      3. Game Theoretic Rationality
    6. Nonverbal Communication and Lie Detection
      1. What Are We Looking for in Nonverbal Communication?
      2. Detecting Deception
    7. Third-Party Intervention
      1. Third-Party Roles
      2. Challenges Facing Third Parties
      3. Strategies for Enhancing Effectiveness of Third-Party Intervention
    8. Negotiating a Job Offer
      1. Preparation
      2. In Vivo: During the Negotiation Itself
      3. Post-Offer: You Have the Offer, Now What?
  8. References