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.
Table of Contents
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
