Table of Contents
The Mind and Heart of the Negotiator (Fifth Edition)
by Leigh L. Thompson
(Upper Saddle River, New Jersey Pearson Prentice Hall)
Brief Contents
PART I
ESSENTIALS OF NEGOTIATION 1
Chapter 1 Negotiation: The Mind and the Heart 1
Chapter 2 Preparation: What to Do Before Negotiation 12
Chapter 3 Distributive Negotiation: Slicing the Pie 40
Chapter 4 Win-Win Negotiation: Expanding the Pie 74
PART II
ADVANCED NEGOTIATION SKILLS 96
Chapter 5 Developing a Negotiating Style 96
Chapter 6 Establishing Trust and Building a Relationship 128
Chapter 7 Power, Persuasion, and Ethics 159
Chapter 8 Creativity and Problem Solving in Negotiations 183
PART III
APPLICATIONS AND SPECIAL SCENARIOS 218
Chapter 9 Multiple Parties, Coalitions, and Teams 218
Chapter 10 Cross-Cultural Negotiation 258
Chapter 11 Tacit Negotiations and Social Dilemmas 292
Chapter 12 Negotiating via Information Technology 319
APPENDICES
Appendix 1 Are You a Rational Person? Check Yourself 338
Appendix 2 Nonverbal Communication and Lie Detection 358
Appendix 3 Third-Party Intervention 367
The Truth About NegotiationsThe Mind and Heart of the Negotiator (5th edition)
Making the Team: A Guide for Managers (4th edition)
Creativity and Innovation in Organizational Teams
Negotiation Theory and Research
The Social Psychology of Organizational Behavior
Conflict in Organizational Groups
Shared Cognition in Organizations: The Management of Knowledge
Organizational Behavior Today