The Mind and Heart of the Negotiator (6th Edition) 6th Edition

Cover......Page 1 Title Page......Page 2 Copyright Page......Page 3 Contents......Page 6 Preface......Page 18 Overview......Page 20 Chapter 1 NEGOTIATION: THE MIND AND THE HEART......Page 22 Negotiation: Definition and Scope......Page 23 Negotiation as a Core Management Competency......Page 24 Negotiation Traps......Page 26 Why People Are Ineffective Negotiators......Page 27 Debunking Negotiation Myths......Page 29 Learning Objectives......Page 31 The Mind and Heart......Page 32 Chapter 2 PREPARATION: WHAT TO DO BEFORE NEGOTIATION......Page 33 Self-Assessment......Page 34 Sizing Up the Other Party......Page 47 Situation Assessment......Page 49 Conclusion......Page 57 Chapter 3 DISTRIBUTIVE NEGOTIATION: SLICING THE PIE......Page 59 The Bargaining Zone......Page 60 Pie-Slicing Strategies......Page 63 The Most Commonly Asked Questions......Page 71 Saving Face......Page 73 The Power of Fairness......Page 74 Wise Pie-Slicing......Page 87 Conclusion......Page 89 Chapter 4 WIN-WIN NEGOTIATION: EXPANDING THE PIE......Page 90 Telltale Signs Of Win-Win Potential......Page 91 A Pyramid Model......Page 93 Most Common Pie-Expanding Errors......Page 94 Strategies That Do Not Really Work......Page 96 Effective Pie-Expanding Strategies......Page 97 A Strategic Framework for Reaching Integrative Agreements......Page 109 Do Not Forget About Claiming......Page 111 Conclusion......Page 112 Chapter 5 DEVELOPING A NEGOTIATING STYLE......Page 113 Motivational Orientation......Page 115 Interests, Rights, and Power Model of Disputing......Page 123 Emotions and Emotional Knowledge......Page 135 Conclusion......Page 145 Chapter 6 ESTABLISHING TRUST AND BUILDING A RELATIONSHIP......Page 146 The People Side of Win-Win......Page 147 Trust as the Bedrock of Relationships......Page 149 Reputation......Page 163 Relationships in Negotiation......Page 164 Conclusion......Page 172 Chapter 7 POWER, PERSUASION, AND ETHICS......Page 174 Your BATNA Is Your Most Important Source of Power in Negotiation......Page 175 Analyzing Your Power......Page 176 Persuasion Tactics......Page 177 Negotiation Ethics......Page 190 Conclusion......Page 199 Chapter 8 CREATIVITY AND PROBLEM SOLVING IN NEGOTIATIONS......Page 200 What Is Your Mental Model of Negotiation?......Page 201 Creative Negotiation Agreements......Page 206 Threats to Effective Problem Solving and Creativity......Page 212 Creative Negotiation Strategies......Page 221 Conclusion......Page 231 Chapter 9 MULTIPLE PARTIES, COALITIONS, AND TEAMS......Page 236 Analyzing Multiparty Negotiations......Page 237 Coalitions......Page 247 Principal-Agent Negotiations......Page 252 Constituent Relationships......Page 257 Team Negotiation......Page 261 Intergroup Negotiation......Page 265 Conclusion......Page 270 Chapter 10 CROSS-CULTURAL NEGOTIATION......Page 273 Learning About Cultures......Page 274 Cultural Values and Negotiation Norms......Page 276 Key Challenges of Intercultural Negotiation......Page 292 Predictors of Success in Intercultural Interactions......Page 299 Advice for Cross-Cultural Negotiations......Page 300 Conclusion......Page 304 Chapter 11 TACIT NEGOTIATIONS AND SOCIAL DILEMMAS......Page 306 The Prisoner’s Dilemma......Page 308 Social Dilemmas......Page 316 Escalation of Commitment......Page 329 Conclusion......Page 332 Chapter 12 NEGOTIATING VIA INFORMATION TECHNOLOGY......Page 333 Place-Time Model of Social Interaction......Page 334 Information Technology and Its Effects on Social Behavior......Page 343 Strategies for Enhancing Technology-Mediated Negotiations......Page 347 Conclusion......Page 349 Why Is It Important to Be Rational?......Page 350 Riskless Choice......Page 351 Risky Choice......Page 353 Game Theoretic Rationality......Page 366 Nash Bargaining Theory......Page 367 What Are We Looking for in Nonverbal Communication?......Page 372 Are Women More “Nonverbally Gifted” Than Men?......Page 373 Dominance......Page 374 Personal Charisma......Page 375 Detecting Deception......Page 376 Indirect Methods......Page 378 How Motivation and Temptation Affect Lying and Deception......Page 380 Deception and Secrecy Can Create a Life of Their Own......Page 381 Mediation......Page 382 Arbitration......Page 383 Outcome Versus Process Control......Page 384 Facilitation, Formulation, or Manipulation......Page 385 Meeting Disputants’ Expectations......Page 386 Empowering Parties in the Negotiation Process......Page 387 Debiasing Negotiators......Page 388 Maintaining Neutrality......Page 389 Training in Win-Win Negotiation......Page 390 Step 3: Determine Your BATNA and Your Aspiration Point......Page 391 Step 7: Consider Getting a “Coach”......Page 393 Assume the Offer Is Negotiable......Page 394 Immediately Reanchor the Interviewer by Reviewing Your Needs and Your Rationale......Page 395 Imagine You Are Negotiating on Behalf of Someone Else (Not Just Yourself)......Page 396 Get the Offer in Writing......Page 397 Exploding Offers......Page 398 Use a Rational Strategy for Choosing Among Job Offers......Page 399 B......Page 400 C......Page 402 E......Page 403 G......Page 404 H......Page 405 J......Page 406 K......Page 407 L......Page 408 M......Page 409 O......Page 410 Q......Page 411 S......Page 412 T......Page 414 W......Page 415 Z......Page 416 B......Page 418 C......Page 419 E......Page 422 F......Page 423 I......Page 424 M......Page 426 N......Page 427 P......Page 428 R......Page 430 S......Page 431 T......Page 432 Z......Page 433 This is the eBook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book. For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. 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. This program will provide a better teaching and learning experience-for you and your students. Here's how: Provide Students with Practical Real-World Examples: Each chapter opens with a case study that illustrates a real business situation. Offer In-Depth Information on Business Negotiation Skills: This text provides practical take-away points for the manager and executive on integrative negotiation and contains a series of hands-on principles that have been proven to increase the value of negotiated deals. Keep your Course Current and Relevant: New examples, exercises, and statistics appear throughout the text