Mind and Heart of the Negotiator

Sách ngoại văn

The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate—whether 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.

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, Gender, 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 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