Table of Contents

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The Mind and Heart of the Negotiator (Fourth Edition)

by Leigh L. Thompson
(Upper Saddle River, New Jersey Pearson Prentice Hall)

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Brief Contents

PART I

ESSENTIALS OF NEGOTIATION 1

Chapter 1 Negotiation: The Mind and the Heart 1

Chapter 2 Preparation: What to Do Before Negotiation 12

Chapter 3 Distributive Negotiation: Slicing the Pie 40

Chapter 4 Win-Win Negotiation: Expanding the Pie 74

PART II

ADVANCED NEGOTIATION SKILLS 96

Chapter 5 Developing a Negotiating Style 96

Chapter 6 Establishing Trust and Building a Relationship 128

Chapter 7 Power, Persuasion, and Ethics 159

Chapter 8 Creativity and Problem Solving in Negotiations 183

PART III

APPLICATIONS AND SPECIAL SCENARIOS 218

Chapter 9 Multiple Parties, Coalitions, and Teams 218

Chapter 10 Cross-Cultural Negotiation 258

Chapter 11 Tacit Negotiations and Social Dilemmas 292

Chapter 12 Negotiating via Information Technology 319

APPENDICES

Appendix 1 Are You a Rational Person? Check Yourself 338

Appendix 2 Nonverbal Communication and Lie Detection 358

Appendix 3 Third-Party Intervention 367

Appendix 4 Negotiating a Job Offer 375

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