Published by Pearson (September 15, 2020) © 2021
The Mind and Heart of the Negotiator is dedicated to those who want to improve their ability to negotiate, either in multimillion-dollar business deals or personal interactions. The text explains what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research and real-world application.
The 7th Edition contains new and updated exercises, stats and examples from business, politics and personal life spanning the globe to illustrate effective and ineffective negotiation skills. Armed with these, you'll be ready to improve your relational as well as economic outcomes.
PART 1: NEGOTIATION ESSENTIALS
1. Negotiation: The Mind and the Heart
2. Preparation: What to Do Before Negotiation
3. Distributive Negotiation: Claiming Value
4. Integrative Negotiation: Expanding the Pie
PART 2: NEGOTIATION SKILLS
5. Understanding Personality and Motivation
6. Managing Emotions and Contentious Negotiations
7. Establishing Trust and Building Relationships
8. Power, Ethics, & Reputation
9. Creativity, Problem-Solving, and Learning in Negotiation
PART 3: COMPLEX NEGOTIATIONS
10. Multiple Parties, Coalitions, and Teams
11. Cross-Cultural Negotiation
12. Negotiating in a Virtual World
APPENDICES
1. Negotiating a Job Offer
2. Third-Party Intervention
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