The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator

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Description

For undergraduate/graduate-level business courses that cover the skills of negotiation. This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior.show more

Product details

  • Paperback | 378 pages
  • 180.8 x 234.2 x 15.2mm | 567g
  • Pearson Education Limited
  • Prentice-Hall
  • Harlow, United Kingdom
  • English
  • Revised
  • 2nd Revised edition
  • 0130179647
  • 9780130179647

Table of contents

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

Rating details

159 ratings
3.81 out of 5 stars
5 26% (41)
4 40% (64)
3 25% (39)
2 8% (13)
1 1% (2)
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