Overview
This book is divided into three major sections. The first section
deals with the essentials of negotiation—the key principles and
groundwork for effective negotiation. Chapter 2 leads the manager
through effective preparation strategies for negotiation. Chapter 3
discusses distributive negotiation skills, or how to optimally
allocate resources in ways that are favorable to one’s self—a
process called “slicing the pie.” Chapter 4 is probably the most
important chapter in the book; it focuses on “win-win” negotiation
or, more formally, integrative negotiation. This creative part of
negotiation involves expanding the pie of resources in ways that
provide more gains to go around.
The second section of the book deals with advanced and expert
negotiation skills. Chapter 5 focuses on assessing and developing your
negotiation style. This chapter invites readers to honestly appraise
their own negotiation style in terms of three dimensions: motivation,
approach, and emotion. The negotiator can accurately assess his or her
own style and its limitations and learn to assess the styles adopted
by other negotiators. Chapter 6 focuses on establishing trust and
building a relationship. This chapter examines business and personal
relationships and how trust is developed, broken, and repaired.
Chapter 7 discusses power, persuasion, and influence tactics. This
chapter looks at the topic of persuasion and influence as it occurs
across the bargaining table, and also deals with the important issue
of ethics in negotiation. In Chapter 8, the focus falls on problem
solving and creativity. This chapter provides strategies for learning
how to think out-of-the-box and provides techniques for using
creativity and imagination in negotiation.
The third section deals with special scenarios in negotiation.
Chapter 9 examines the complexities of negotiating with multiple
parties, such as the conflicting incentives as they occur across the
bargaining table, coalitions, voting rules, and how to leverage one’s
own bargaining position when negotiating with multiple parties.
Chapter 10 focuses on crosscultural negotiation, which addresses the
key cultural values and negotiation norms across a variety of
nationalities, along with some advice for cross-cultural negotiations.
Chapter 11 deals with dilemmas, or situations in which negotiators
make choices in a mixed-motive context, where cooperation involves
building trust with the other party, and competition involves an
attempt to increase one’s own share of resources. The chapter examines
the nature of social dilemmas and how to negotiate successfully within
various types of dilemmas. Chapter 12 focuses on information
technology and its impact on negotiation and uses a place-time model
of social interaction to examine the challenges and opportunities of
negotiation as it occurs in the technological age.
Finally, four appendices provide a variety of additional material:
Appendix 1 invites readers to examine the rationality of their
negotiation beliefs and preferences, Appendix 2 provides a short
course on lie detection and nonverbal communication as they occur in
negotiation, Appendix 3 reviews the essentials of third-party
intervention, and Appendix 4 provides tips and a worksheet for
negotiating a job offer.
