|
Preface
to the New Edition xvii |
|
Preface
xix |
PART I
|
ESSENTIALS OF NEGOTIATION 1
|
Chapter 1 |
Negotiation:
The Mind and the Heart 2 |
Chapter 2 |
Preparation: What to Do Before
Negotiation 9 |
Chapter 3 |
Distributive Negotiation:
Slicing the Pie 33 |
Chapter 4 |
Win-Win Negotiation:
Expanding the Pie 61 |
PART II
|
ADVANCED NEGOTIATION
SKILLS 83
|
Chapter 5 |
Developing a Negotiating
Style 84 |
Chapter 6 |
Establishing Trust and
Building a Relationship
109 |
Chapter 7 |
Power, Persuasion,
and Ethics 137 |
Chapter 8 |
Creativity and
Problem Solving in
Negotiations 158 |
PART III
|
APPLICATIONS AND SPECIAL
SCENARIOS 187
|
Chapter 9 |
Multiple
Parties, Coalitions, and
Teams 188 |
Chapter 10 |
Cross-Cultural
Negotiation 220 |
Chapter 11 |
Tacit
Negotiations and Social
Dilemmas 246 |
Chapter 12 |
Negotiating
via Information
Technology 273 |
APPENDICES
|
|
| Appendix
1 |
Are
You a Rational Person? Check
Yourself
295 |
| Appendix
2 |
Nonverbal
Communication and Lie
Detection
317 |
| Appendix
3 |
Third-Party
Intervention
324 |
| Appendix
4 |
Negotiating
a Job
Offer 329 |
