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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.

Get Mind and Heart of the Negotiator, The, 3rd Edition by Leigh L. Thompson, Kellogg Graduate School of Management, Northwestern University

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