Preface
This book is dedicated to negotiators who want to improve their
ability to negotiate—whether that be multimillion-dollar business
deals or personal interactions. Many books address the issues of
negotiation, so why this one? If I were to cite a single reason why
I wrote a book in this saturated field it is this: The science of
negotiation can help people dramatically improve their ability to
negotiate economically better deals and also psychologically better
deals. Simply stated: You can improve your monetary returns and
feel better about yourself and the people you deal with. This book
contains an integration of theory, scientific research, and
practical examples. Moreover, the practical examples—selected from
hundreds of realworld negotiations involving people from several
companies—illustrate effective as well as ineffective negotiation
skills.
Here is what you can expect when you read this book:
• Illustrative case studies and real-life negotiations: I
have included several examples and actual cases of negotiating in
managerial and executive contexts. Each chapter opens with a case
analysis (often from the business world, but government, community,
and personal life 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 practical take-away
points for the manager and the executive. A good example is Chapter 4
on integrative negotiation. A series of hands-on principles that have
been proven to increase the value of negotiated deals are provided.
Moreover, several students and clients have written, indicating how
they utilized the tools in their actual business negotiations. Those
examples are included as well.
• Self-insight: We included several ways that negotiators
can test their own intuition and approach. For example, Chapter 5,
Developing a Negotiating Style, allows negotiators to assess their
“instinctive” bargaining style and provides suggestions for how to
further develop their bargaining repertoire. Moreover, Chapter 10
provides a deep look at cultural differences in negotiation so that
the negotiator can better understand his or her own cultural style and
that of others.
• Sophisticated bargaining skills: The second and third
sections of the book deal with complex, yet commonly occurring
negotiating situations, such as negotiating with agents, mediation and
arbitration, negotiating via e-mail and conference call, negotiating
with competitor companies, and of course, negotiating
cross-culturally.
I took the task of revising The Mind and Heart of the Negotiator
very seriously. Every chapter has a new opening section that
illustrates a real-world negotiation and no fewer than 135 examples
from the business world have been added since the last edition. Also,
I cited the groundbreaking results of more than 200 new scientific
articles on negotiation. I benefit 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.
The research and ideas in this book come from an invaluable set of
scholars in the fields of social psychology, organizational behavior,
sociology, negotiation, and cognitive psychology. My research,
thinking, and writing has been inspired in important ways by the
following people: Wendi Adair, Cameron Anderson, Linda Babcock, Max
Bazerman, Kristin Behfar, Terry Boles, Jeanne Brett, Susan Brodt,
Karen Cates, Hoon-Seok Choi, Gary Fine, Craig Fox, Adam Galinsky,
Wendi Gardner, Dedre Gentner, Robert Gibbons, Kevin Gibson, James
Gillespie, Rich Gonzalez, Deborah Gruenfeld, Reid Hastie, Andy
Hoffman, Peter Kim, Shirli Kopelman, Rod Kramer, Laura Kray, Terri
Kurtzburg, Geoffrey Leonardelli, John Levine, Allan Lind, George
Loewenstein, Jeff Loewenstein, Deepak Malhotra, Beta Mannix, Kathleen
McGinn,Vicki Medvec,Tanya Menon, Dave Messick,Terry Mitchell, Don
Moore, Michael Morris, Keith Murnighan, Janice Nadler, Maggie Neale,
Kathy Phillips, Robin Pinkley, Ashleigh Rosette, Nancy Rothbard,
Elizabeth Seeley, Marwan Sinaceur, Harris Sondak, Tom Tyler, Leaf Van
Boven, Kimberly Wade-Benzoni, Laurie Weingart, and Judith White. In
The Mind and Heart of the Negotiator, I use the pronoun “we”
because so much of my thinking has been influenced and shaped by this
set of eminent scholars.
The revision of this book would not have been possible without the
dedication, organization, and editorial skills of Sean McMillan, who
created the layout, organized hundreds of drafts, mastered the
figures, and researched many case studies for this book.
In this book, I talk about the “power of the situation” and how
strongly the environment shapes our behavior. The Kellogg School of
Management is one of the most supportive, dynamic environments I have
ever had the pleasure to be a part of. In particular, Dean Dipak Jain
and Associate Deans Robert Magee and Robert Korajczyk have strongly
supported research as well as teaching, and intellectual leadership as
well as pedagogical leadership. I am particularly indebted to my
wonderful visionary colleague, Jeanne Brett, who created the Dispute
Resolution Research Center (DRRC) at Kellogg in 1986, and to the
Hewlett Foundation for their generous support of the DRRC. Grants from
the National Science Foundation’s Decision Risk and Management Science
program have made it possible for me to conduct several of the
research studies that I discuss in this book. I am also grateful for a
grant received by the Citigroup Research Council, which made possible
many of the studies about learning and negotiation reviewed in this
book.
This book is very much a team effort of the people I have mentioned
here, whose talents are diverse, broad, and extraordinarily
impressive. I am deeply indebted to my colleagues and my students, and
I feel grateful that they have touched my life and this book.
