For undergraduate and graduate-level business courses that cover the skills of negotiation. 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.
Part 1 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 2 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 3 Applications and Special Scenarios
Chapter 9 Multiple Parties, Coalitions, and Teams
Chapter10 Cross-Cultural Negotiation
Chapter11 Tacit Negotiations and Social Dilemmas
Chapter12 Negotiating via Information Technology