Table of Contents

The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator (Sixth Edition)

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

amzn-buy90x68

 

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

See also: Full "Table of Contents"

.