Mind and Heart of the Negotiator, The

Zusammenfassung
For undergraduate/graduate-level business courses that cover the skills of negotiation.This text 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, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.

Inhalt
I. ESSENTIALS OF NEGOTIATION.  1. Negotiation: The Mind and the Heart.
 2. Preparation: What to Do Before Negotiation.
 3. Distributive Negotiation: Slicing the Pie.
 4. Win-Win Negotiation: Expanding the Pie.
II. ADVANCED NEGOTIATION SKILLS.  5. Developing a Negotiating Style.
 6. Establishing Trust and Building a Relationship.
 7. Power, Persuasion, and Ethics.
 8. Creativity and Problem Solving in Negotiations.
III. APPLICATIONS AND SPECIAL SCENARIOS.  9. Multiple Parties, Coalitions, and Teams.
10. Cross-Cultural Negotiation.
11. Tacit Negotiations and Social Dilemmas.
12. Negotiating via Information Technology.
APPENDICES. Appendix 1: Are You a Rational Person? Check Yourself.
Appendix 2: Nonverbal Communication and Lie Detection.
Appendix 3: Third-Party Intervention.
Appendix 4: Negotiating a Job Offer.
References.
Subject Index.
Author Index.

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