The Mind and Heart of the Negotiator, Global Edition

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 Cover......Page 1 Title......Page 2 Copyright......Page 3 Contents......Page 6 Preface......Page 18 About the Author......Page 22 Chapter 1 NEGOTIATION: THE MIND AND THE HEART......Page 24 Negotiation: Definition and Scope......Page 25 Interdependence......Page 26 Globalization......Page 27 Negotiation Traps......Page 28 Confirmation Bias......Page 29 Self-Reinforcing Incompetence......Page 30 Myth 3: Good Negotiators are Born......Page 31 Myth 6: Good Negotiators Rely on Intuition......Page 32 Learning Objectives......Page 33 The Mind and Heart......Page 34 Chapter 2 PREPARATION: WHAT TO DO BEFORE NEGOTIATION......Page 35 What Do I Want?......Page 36 What Is My Alternative to Reaching Agreement in This Situation?......Page 38 Beware of Sunk Costs......Page 39 Identify Equivalent Multi-Issue Proposals......Page 42 Assess Your Risk Propensity......Page 43 Endowment Effects......Page 46 Violations of the Sure Thing Principle......Page 47 Do I Have an Appropriate Level of Confidence?......Page 48 Counterparties’ Interests and Position......Page 49 Do the Negotiations Involve Scarce Resources, Ideologies, or Both?......Page 50 Is the Negotiation One of Necessity or Opportunity?......Page 51 Are Linkage Effects Present?......Page 52 Is it Legal to Negotiate?......Page 53 Are Time Constraints or Other Time-Related Costs Involved?......Page 54 Are Contracts Official or Unofficial?......Page 56 Are Negotiations Public or Private?......Page 57 Do Negotiations Involve More Than One Offer?......Page 58 Conclusion......Page 59 Chapter 3 DISTRIBUTIVE NEGOTIATION: SLICING THE PIE......Page 61 The Bargaining Zone......Page 62 Bargaining Surplus......Page 63 Pie-Slicing Strategies......Page 64 Strategy 2: Determine Your Reservation Point, but do not reveal It......Page 66 Strategy 4: Set High Aspirations (Be Realistic but Optimistic)......Page 67 Strategy 5: Make the First Offer (If You Are Prepared)......Page 69 Strategy 6: Immediately Reanchor if the Other Party Opens First......Page 70 Strategy 7: Plan Your Concessions......Page 71 Strategy 9: Appeal to Norms of Fairness......Page 72 Should I Lie About My Reservation Point?......Page 73 Should I Make a “Final Offer” or Commit to a Position?......Page 75 Saving Face......Page 76 Situation-Specific Rules of Fairness......Page 77 Social Comparison......Page 79 The Equity Principle......Page 81 Restoring Equity......Page 82 Procedural Justice......Page 83 Egocentrism......Page 85 Consistency......Page 89 Satisfaction......Page 90 Conclusion......Page 91 Chapter 4 WIN-WIN NEGOTIATION: EXPANDING THE PIE......Page 92 Does the Negotiation Contain More Than One Issue?......Page 93 Do Parties Have Different Preferences Across Negotiation Issues?......Page 94 False Conflict......Page 95 Fixed-Pie Perception......Page 96 Adopting a Cooperative Orientation......Page 97 Perspective Taking......Page 98 Ask Questions About Interests and Priorities......Page 99 Reveal Information About Your Interests and Priorities......Page 101 Unbundle the Issues......Page 102 Make Package Deals, Not Single-Issue Offers......Page 104 Make Multiple Offers of Equivalent Value Simultaneously......Page 105 Structure Contingency Contracts by Capitalizing on Differences......Page 108 Presettlement Settlements (PreSS)......Page 110 Resource Assessment......Page 111 Offers and Trade-Offs......Page 112 Conclusion......Page 113 Chapter 5 DEVELOPING A NEGOTIATING STYLE......Page 114 Assessing Your Motivational Style......Page 116 Strategic Issues Concerning Motivational Style......Page 119 Interests, Rights, and Power Model of Disputing......Page 123 Assessing Your Approach......Page 125 Strategic Issues Concerning Approaches......Page 128 Genuine Versus Strategic Emotion......Page 135 Negative Emotion......Page 136 Positive Emotion......Page 140 Emotional Intelligence and Negotiated Outcomes......Page 141 Strategic Advice for Dealing with Emotions at the Table......Page 142 Conclusion......Page 144 The People Side of Win-Win......Page 145 Trust as the Bedrock of Relationships......Page 147 Three Types of Trust in Relationships......Page 148 Building Trust: Rational and Deliberate Mechanisms......Page 150 Building Trust: Psychological Strategies......Page 153 What Leads to Mistrust?......Page 157 Repairing Broken Trust......Page 158 Reputation......Page 162 Relationships in Negotiation......Page 163 Negotiating with Friends......Page 164 Negotiating with Businesspeople......Page 167 When in Business with Friends and Family......Page 169 Conclusion......Page 171 Chapter 7 POWER, GENDER, AND ETHICS......Page 172 The Power of Alternatives......Page 173 The Effect of Using Power on Powerful People......Page 175 The Effects of Power on Those with Less Power......Page 176 Status......Page 177 Gender and Negotiation Outcomes......Page 178 Initiating Negotiations......Page 179 Leveling the Playing Field......Page 180 Gender and Race Discrimination in Negotiation......Page 182 Ethics......Page 183 Ethics and Lying......Page 184 Other Questionable Negotiation Strategies......Page 186 Costs of Lying......Page 189 Under What Conditions Do People Engage in Deception?......Page 191 Responding to Unethical Behavior......Page 194 Conclusion......Page 195 Creativity in Negotiation......Page 196 Haggling......Page 197 Partnership......Page 202 Finding Differences: Looking for Patterns in Offers......Page 203 Bridging......Page 204 Nonspecific Compensation......Page 205 Structuring Contingencies......Page 206 Threats to Effective Problem Solving and Creativity......Page 208 The Inert Knowledge Problem......Page 209 Representativeness......Page 212 Anchoring and Adjustment......Page 213 Illusory Correlation......Page 214 Hindsight Bias......Page 215 Selective Attention......Page 216 Overconfidence......Page 217 Negotiation Skills Training......Page 218 Feedback......Page 219 Learning Versus Performance Goals......Page 220 Analogical Training......Page 221 Incubation......Page 222 Rational Problem-Solving Model......Page 223 Deductive Reasoning......Page 224 Conclusion......Page 226 Chapter 9 MULTIPLE PARTIES, COALITIONS, AND TEAMS......Page 231 Analyzing Multiparty Negotiations......Page 232 Key Challenges of Multiparty Negotiations......Page 234 Strategies for Successful Multiparty Negotiations......Page 238 Key Challenges of Coalitions......Page 240 Strategies for Maximizing Coalitional Effectiveness......Page 245 Principal-Agent Negotiations......Page 246 Disadvantages of Agents......Page 247 Strategies for Working Effectively with Agents......Page 249 Challenges for Constituent Relationships......Page 251 Team Negotiation......Page 254 Challenges That Face Negotiating Teams......Page 256 Strategies for Improving Team Negotiations......Page 257 Challenges of Intergroup Negotiations......Page 259 Strategies for Optimizing Intergroup Negotiations......Page 261 Conclusion......Page 265 Chapter 10 CROSS-CULTURAL NEGOTIATION......Page 268 Culture as an Iceberg......Page 269 Individualism versus Collectivism......Page 270 Egalitarianism versus Hierarchy......Page 281 Direct versus Indirect Communications......Page 284 Expanding the Pie......Page 287 Sacred Values and Taboo Trade-Offs......Page 288 Biased Punctuation of Conflict......Page 290 Ethnocentrism......Page 291 Affiliation Bias......Page 292 Naïve Realism......Page 293 Predictors of Success in Intercultural Interactions......Page 294 Cultural Perspective Taking......Page 295 Avoid Attribution Errors......Page 296 Find Out How to Show Respect in the Other Culture......Page 297 Know Your Options for Change......Page 298 Conclusion......Page 300 Chapter 11 SOCIAL DILEMMAS......Page 301 The Prisoner’s Dilemma......Page 303 Cooperation and Defection as Unilateral Choices......Page 304 Rational Analysis......Page 305 Psychological Analysis of Why Tit-for-Tat Is Effective......Page 307 Ultimatum Dilemma......Page 312 Dictator Game......Page 313 Binding versus Nonbinding Contracts......Page 314 Self-Blame and Regret......Page 315 Volunteer Dilemma......Page 316 The Tragedy of the Commons......Page 317 Types of Social Dilemmas......Page 318 How to Build Cooperation in Social Dilemmas......Page 320 Escalation of Commitment......Page 326 Avoiding the Escalation of Commitment in Negotiations......Page 329 Conclusion......Page 330 Chapter 12 NEGOTIATING VIA INFORMATION TECHNOLOGY......Page 331 Face-to-Face Communication......Page 332 Same Time, Different Place......Page 335 Different Time, Same Place......Page 336 Different Place, Different Time......Page 337 Status and Power: The “Weak Get Strong” Effect......Page 341 Social Networks......Page 343 Rapport and Social Norms......Page 344 Intergenerational Negotiation......Page 345 Initial Face-to-Face Experience......Page 348 Schmoozing......Page 349 Conclusion......Page 350 Individual Decision Making......Page 351 Riskless Choice......Page 352 Risky Choice......Page 354 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 Success......Page 381 Mediation......Page 383 Arbitration......Page 384 Key Choice Points in Third-Party Intervention......Page 385 Facilitation, Formulation, or Manipulation......Page 386 Challenges Facing Third Parties......Page 387 Promoting Outcomes That Are Perceived as Fair in the Eyes of Disputants......Page 388 Debiasing Negotiators......Page 389 Maintaining Neutrality......Page 390 Training in Win-Win Negotiation......Page 391 Step 2: Do Your Homework......Page 392 Step 7: Consider Getting a “Coach”......Page 394 Assume the Offer Is Negotiable......Page 395 Put the Focus On How You Can Solve Problems, Not Make Demands......Page 396 Don’t Reveal Your BATNA or Your Reservation Point......Page 397 Comparables and Benchmarks......Page 398 State Exactly What Needs to Be Done for You to Agree......Page 399 Use a Rational Strategy for Choosing Among Job Offers......Page 400 B......Page 402 C......Page 404 E......Page 405 G......Page 406 H......Page 407 J......Page 408 K......Page 409 L......Page 410 M......Page 411 N......Page 412 P......Page 413 S......Page 414 T......Page 416 W......Page 417 Z......Page 418 B......Page 419 C......Page 420 D......Page 422 E......Page 423 F......Page 424 I......Page 425 M......Page 426 N......Page 427 O......Page 428 P......Page 429 R......Page 430 S......Page 431 T......Page 432 Z......Page 433 For undergraduate and graduate-level business courses that cover the skills of negotiation. 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. MyManagementLab not included. Students, if MyManagementLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyManagementLab is not a self-paced technology and should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information. MyManagementLab is an online homework, tutorial, and assessment program that truly engages students in learning. It helps students better prepare for class, quizzes, and exams-resulting in better performance in the course-and provides educators a dynamic set of tools for gauging individual and class progress 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__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:****Offer In-Depth Information on Business Negotiation Skills:****Keep your Course Current and Relevant:**