|
| |
The Mind and Heart of the Negotiator
(Second Edition)
|
Preface to
the New Edition
When I wrote The Mind and Heart of the Negotiator in
1998, my intent was to introduce executives and managers to the
lessons of social psychology as well as behavioral decision making
for negotiation. Since the publication of the first version, I have
attempted to improve upon not only the content of the book but its
organization. My students and colleagues were delightfully
to-the-point when suggesting changes that would improve the book.
Therefore, I have made four major changes to the revised edition of The
Mind and Heart of the Negotiator:
 |
| More case studies and real-life negotiations: I have
included many more examples and illustrations of negotiating in
managerial and executive contexts. Each chapter opens with a
case analysis (often from the business world, but I include
other scenarios as well). Furthermore, many of the points in the
chapters are supplemented with illustrations and examples drawn
from actual negotiations, both contemporary and historical. I do
not use these examples to prove a theory; rather, I use them to
illustrate how many of the concepts in the book are borne out in
real-world situations.
|
|
| Skills-based approach: I provide more practical
take-away points for the manager and the executive. A good
example is chapter 9, on groups and multiple parties. The
previous version of this book provided a lens for examining
multiple-party negotiations. This edition of the book provides
practical advice for several different kinds of multiparty
situations. Moreover, I include more practical advice in the
chapters on pie slicing (distributive bargaining) and pie
expanding (integrative negotiation).
|
|
| New chapters and appendices: By popular demand, I have
included several new chapters in the book. There is a new
chapter on negotiating style, which focuses on motivations,
emotions, and disputing styles. There is also a new chapter on
power and persuasion in negotiation, which focuses on rational
as well as psychological influence tactics. I have also included
a new chapter on creativity and problem solving, which brings in
a lot of cutting-edge research from cognitive psychology in
terms of how to think out-of-the-box. In addition to these three
new chapters, I have expanded the sections on cross-cultural
negotiation and information technology into their own chapters
(in the previous version, these two chapters were combined).
Similarly, I have developed two independent chapters focusing on
preparation and distributive bargaining skills. I have also
included four new appendices focusing on commonly asked
questions about rationality, non-verbal behavior and deception,
third-party mediation and arbitration, and how to negotiate a
job offer.
|
|
| New, updated research: Perhaps most importantly, I have
included the latest research on negotiator decision making and
behavior, thus keeping the book up-to-date and true to its
strong research focus and theory-driven approach.
|
I took the task of revising The Mind and Heart of the
Negotiator very seriously. Every single paragraph in every
single chapter went through a dramatic revision. I have benefited
greatly from the advice, comments, and critiques given to me by my
students and colleagues, and I hope that their advice keeps coming,
so that I am able to improve upon the book even further.
more...
|
|
