9780132543866

The Mind and Heart of the Negotiator

by
  • ISBN13:

    9780132543866

  • ISBN10:

    0132543869

  • Edition: 5th
  • Format: Paperback
  • Copyright: 7/25/2011
  • Publisher: Pearson
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Supplemental Materials

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Summary

Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiatoris dedicated to negotiators who want to improve their ability to negotiatewhether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.

Table of Contents

PART I: ESSENTIALS OF NEGOTIATION
Chapter 1: Negotiation: The Mind and the Heart   
Chapter 2: Preparation: What to Do before Negotiation   
Chapter 3: Distributive Negotiation: Slicing the Pie   
Chapter 4: Win-Win Negotiation: Expanding the Pie   
PART II: ADVANCED NEGOTIATION SKILLS  
Chapter 5: Developing a Negotiating Style   
Chapter 6: Establishing Trust and Building a Relationship   
Chapter 7: Power, Persuasion, and Ethics   
Chapter 8: Creativity and Problem Solving in Negotiations   
PART III: APPLICATIONS AND SPECIAL SCENARIOS   
Chapter 9: Multiple Parties, Coalitions, and Teams   
Chapter 10: Cross-Cultural Negotiation   
Chapter 11: Tacit Negotiations and Social Dilemmas   
Chapter 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

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