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Table of Contents
PART I: ESSENTIALS OF NEGOTIATION
Chapter 1: Negotiation: The Mind and the Heart
Chapter 2: Preparation: What to Do before Negotiation
Chapter 3: Distributive Negotiation: Slicing the Pie
Chapter 4: Win-Win Negotiation: Expanding the Pie
PART II: ADVANCED NEGOTIATION SKILLS
Chapter 5: Developing a Negotiating Style
Chapter 6: Establishing Trust and Building a Relationship
Chapter 7: Power, Persuasion, and Ethics
Chapter 8: Creativity and Problem Solving in Negotiations
PART III: APPLICATIONS AND SPECIAL SCENARIOS
Chapter 9: Multiple Parties, Coalitions, and Teams
Chapter 10: Cross-Cultural Negotiation
Chapter 11: Tacit Negotiations and Social Dilemmas
Chapter 12: Negotiating via Information Technology
Appendix 1: Are You a Rational Person? Check Yourself
Appendix 2: Nonverbal Communication and Lie Detection
Appendix 3: Third-Party Intervention
Appendix 4: Negotiating a Job Offer