|
Preface xix |
|
Overview
xxi |
PART I
|
ESSENTIALS OF NEGOTIATION 1
|
Chapter 1 |
Negotiation:
The Mind and the Heart 1 |
Chapter 2 |
Preparation: What to Do Before
Negotiation 13 |
Chapter 3 |
Distributive Negotiation:
Slicing the Pie 40 |
Chapter 4 |
Win-Win Negotiation:
Expanding the Pie 69 |
PART II
|
ADVANCED NEGOTIATION SKILLS 91
|
Chapter 5 |
Developing a Negotiating
Style 91 |
Chapter 6 |
Establishing Trust and
Building a Relationship 123 |
Chapter 7 |
Power, Persuasion,
and Ethics 151 |
Chapter 8 |
Creativity and
Problem Solving in Negotiations
174 |
PART III
|
APPLICATIONS AND SPECIAL SCENARIOS
206
|
Chapter 9 |
Multiple
Parties, Coalitions, and Teams
206 |
Chapter 10 |
Cross-Cultural
Negotiation 242 |
Chapter 11 |
Tacit
Negotiations and Social Dilemmas
273 |
Chapter 12 |
Negotiating via Information Technology
303 |
APPENDICES
|
|
| Appendix
1 |
Are
You a Rational Person? Check
Yourself 320 |
| Appendix
2 |
Nonverbal Communication and Lie
Detection
340 |
| Appendix
3 |
Third-Party Intervention
348 |
|
Appendix
4 |
Negotiating
a Job
Offer
354 |
