Mind and Heart of the Negotiator, The:International EditionDescription |
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 edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.
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Features |
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 edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.
Provide Practical Real-World Examples.
- Illustrative Case Studies. This text includes multiple examples and actual cases of negotiating in managerial and executive contexts. Each chapter opens with a case study or actual business situation.
- NEW! More than 122 new examples from the business world have been added since the last edition.
- Real-life Negotiations. Many of the concepts in the chapters are supplemented with illustrations and examples drawn from actual negotiations-both contemporary and historical.
- NEW! Every chapter of this edition has a new opening section that illustrates a real negotiation.
Offer a Skills-Based Approach. This text provides practical take-away points for the manager and executive. For example, chapter 4 on integrative negotiation contains a series of hands-on principles that have been proven to increase the value of negotiated deals. This text also includes the stories from several students and clients who have written to the author, explaining how the tools in this text have aided their actual business negotiations.
Going In-Depth into Advanced Bargaining Skills. The second and third sections of this text deal with complex, yet commonly occurring negotiating situations, such as negotiating with agents, mediation and arbitration, negotiating via email and conference calls, negotiating with competitor companies, and of course, negotiating cross-culturally.
Provide Self-Insight Assessments. In order to test their own intuition and approach, multiple examples have been included for students. Examples include:
- Developing a Negotiating Style-Chapter 5
- Cultural Differences-Chapter 10
NEW! Present Scientific Research. This text cites groundbreaking results of more than a hundred new scientific articles on negotiations. The research and ideas in this text come from an invaluable set of scholars in the fields of social psychology, organizational behavior, sociology, negotiation, and cognitive psychology.
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New to this Edition |
Provide Practical Real-World Examples.
- Illustrative Case Studies. This text includes multiple examples and actual cases of negotiating in managerial and executive contexts. Each chapter opens with a case study or actual business situation.
- NEW! More than 122 new examples from the business world have been added since the last edition.
- Real-life Negotiations. Many of the concepts in the chapters are supplemented with illustrations and examples drawn from actual negotiations-both contemporary and historical.
- NEW! Every chapter of this edition has a new opening section that illustrates a real negotiation.
NEW! Present Scientific Research. This text cites groundbreaking results of more than a hundred new scientific articles on negotiations. The research and ideas in this text come from an invaluable set of scholars in the fields of social psychology, organizational behavior, sociology, negotiation, and cognitive psychology.
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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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