The Mind and Heart of the Negotiator (6th Edition) 6th Edition

Cover......Page 1
Title......Page 2
Copyright......Page 3
Contents......Page 6
Preface......Page 18
About the Author......Page 22
 Chapter 1 NEGOTIATION: THE MIND AND THE HEART......Page 24
  Negotiation: Definition and Scope......Page 25
   Interdependence......Page 26
   Globalization......Page 27
  Negotiation Traps......Page 28
   Confirmation Bias......Page 29
   Self-Reinforcing Incompetence......Page 30
   Myth 3: Good Negotiators are Born......Page 31
   Myth 6: Good Negotiators Rely on Intuition......Page 32
  Learning Objectives......Page 33
  The Mind and Heart......Page 34
 Chapter 2 PREPARATION: WHAT TO DO BEFORE NEGOTIATION......Page 35
   What Do I Want?......Page 36
   What Is My Alternative to Reaching Agreement in This Situation?......Page 38
   Beware of Sunk Costs......Page 39
   Identify Equivalent Multi-Issue Proposals......Page 42
   Assess Your Risk Propensity......Page 43
   Endowment Effects......Page 46
   Violations of the Sure Thing Principle......Page 47
   Do I Have an Appropriate Level of Confidence?......Page 48
   Counterparties’ Interests and Position......Page 49
   Do the Negotiations Involve Scarce Resources, Ideologies, or Both?......Page 50
   Is the Negotiation One of Necessity or Opportunity?......Page 51
   Are Linkage Effects Present?......Page 52
   Is it Legal to Negotiate?......Page 53
   Are Time Constraints or Other Time-Related Costs Involved?......Page 54
   Are Contracts Official or Unofficial?......Page 56
   Are Negotiations Public or Private?......Page 57
   Do Negotiations Involve More Than One Offer?......Page 58
  Conclusion......Page 59
 Chapter 3 DISTRIBUTIVE NEGOTIATION: SLICING THE PIE......Page 61
  The Bargaining Zone......Page 62
   Bargaining Surplus......Page 63
  Pie-Slicing Strategies......Page 64
   Strategy 2: Determine Your Reservation Point, but do not reveal It......Page 66
   Strategy 4: Set High Aspirations (Be Realistic but Optimistic)......Page 67
   Strategy 5: Make the First Offer (If You Are Prepared)......Page 69
   Strategy 6: Immediately Reanchor if the Other Party Opens First......Page 70
   Strategy 7: Plan Your Concessions......Page 71
   Strategy 9: Appeal to Norms of Fairness......Page 72
   Should I Lie About My Reservation Point?......Page 73
   Should I Make a “Final Offer” or Commit to a Position?......Page 75
  Saving Face......Page 76
   Situation-Specific Rules of Fairness......Page 77
   Social Comparison......Page 79
   The Equity Principle......Page 81
   Restoring Equity......Page 82
   Procedural Justice......Page 83
   Egocentrism......Page 85
   Consistency......Page 89
   Satisfaction......Page 90
  Conclusion......Page 91
 Chapter 4 WIN-WIN NEGOTIATION: EXPANDING THE PIE......Page 92
   Does the Negotiation Contain More Than One Issue?......Page 93
   Do Parties Have Different Preferences Across Negotiation Issues?......Page 94
   False Conflict......Page 95
   Fixed-Pie Perception......Page 96
   Adopting a Cooperative Orientation......Page 97
   Perspective Taking......Page 98
   Ask Questions About Interests and Priorities......Page 99
   Reveal Information About Your Interests and Priorities......Page 101
   Unbundle the Issues......Page 102
   Make Package Deals, Not Single-Issue Offers......Page 104
   Make Multiple Offers of Equivalent Value Simultaneously......Page 105
   Structure Contingency Contracts by Capitalizing on Differences......Page 108
   Presettlement Settlements (PreSS)......Page 110
   Resource Assessment......Page 111
   Offers and Trade-Offs......Page 112
  Conclusion......Page 113
 Chapter 5 DEVELOPING A NEGOTIATING STYLE......Page 114
   Assessing Your Motivational Style......Page 116
   Strategic Issues Concerning Motivational Style......Page 119
  Interests, Rights, and Power Model of Disputing......Page 123
   Assessing Your Approach......Page 125
   Strategic Issues Concerning Approaches......Page 128
   Genuine Versus Strategic Emotion......Page 135
   Negative Emotion......Page 136
   Positive Emotion......Page 140
   Emotional Intelligence and Negotiated Outcomes......Page 141
   Strategic Advice for Dealing with Emotions at the Table......Page 142
  Conclusion......Page 144
  The People Side of Win-Win......Page 145
  Trust as the Bedrock of Relationships......Page 147
   Three Types of Trust in Relationships......Page 148
   Building Trust: Rational and Deliberate Mechanisms......Page 150
   Building Trust: Psychological Strategies......Page 153
   What Leads to Mistrust?......Page 157
   Repairing Broken Trust......Page 158
  Reputation......Page 162
  Relationships in Negotiation......Page 163
   Negotiating with Friends......Page 164
   Negotiating with Businesspeople......Page 167
   When in Business with Friends and Family......Page 169
  Conclusion......Page 171
 Chapter 7 POWER, GENDER, AND ETHICS......Page 172
   The Power of Alternatives......Page 173
   The Effect of Using Power on Powerful People......Page 175
   The Effects of Power on Those with Less Power......Page 176
   Status......Page 177
   Gender and Negotiation Outcomes......Page 178
   Initiating Negotiations......Page 179
   Leveling the Playing Field......Page 180
   Gender and Race Discrimination in Negotiation......Page 182
  Ethics......Page 183
   Ethics and Lying......Page 184
   Other Questionable Negotiation Strategies......Page 186
   Costs of Lying......Page 189
   Under What Conditions Do People Engage in Deception?......Page 191
   Responding to Unethical Behavior......Page 194
  Conclusion......Page 195
  Creativity in Negotiation......Page 196
   Haggling......Page 197
   Partnership......Page 202
   Finding Differences: Looking for Patterns in Offers......Page 203
   Bridging......Page 204
   Nonspecific Compensation......Page 205
   Structuring Contingencies......Page 206
  Threats to Effective Problem Solving and Creativity......Page 208
   The Inert Knowledge Problem......Page 209
   Representativeness......Page 212
   Anchoring and Adjustment......Page 213
   Illusory Correlation......Page 214
   Hindsight Bias......Page 215
   Selective Attention......Page 216
   Overconfidence......Page 217
   Negotiation Skills Training......Page 218
   Feedback......Page 219
   Learning Versus Performance Goals......Page 220
   Analogical Training......Page 221
   Incubation......Page 222
   Rational Problem-Solving Model......Page 223
   Deductive Reasoning......Page 224
  Conclusion......Page 226
 Chapter 9 MULTIPLE PARTIES, COALITIONS, AND TEAMS......Page 231
  Analyzing Multiparty Negotiations......Page 232
   Key Challenges of Multiparty Negotiations......Page 234
   Strategies for Successful Multiparty Negotiations......Page 238
   Key Challenges of Coalitions......Page 240
   Strategies for Maximizing Coalitional Effectiveness......Page 245
  Principal-Agent Negotiations......Page 246
   Disadvantages of Agents......Page 247
   Strategies for Working Effectively with Agents......Page 249
   Challenges for Constituent Relationships......Page 251
  Team Negotiation......Page 254
   Challenges That Face Negotiating Teams......Page 256
   Strategies for Improving Team Negotiations......Page 257
   Challenges of Intergroup Negotiations......Page 259
   Strategies for Optimizing Intergroup Negotiations......Page 261
  Conclusion......Page 265
 Chapter 10 CROSS-CULTURAL NEGOTIATION......Page 268
   Culture as an Iceberg......Page 269
   Individualism versus Collectivism......Page 270
   Egalitarianism versus Hierarchy......Page 281
   Direct versus Indirect Communications......Page 284
   Expanding the Pie......Page 287
   Sacred Values and Taboo Trade-Offs......Page 288
   Biased Punctuation of Conflict......Page 290
   Ethnocentrism......Page 291
   Affiliation Bias......Page 292
   Naïve Realism......Page 293
  Predictors of Success in Intercultural Interactions......Page 294
   Cultural Perspective Taking......Page 295
   Avoid Attribution Errors......Page 296
   Find Out How to Show Respect in the Other Culture......Page 297
   Know Your Options for Change......Page 298
  Conclusion......Page 300
 Chapter 11 SOCIAL DILEMMAS......Page 301
  The Prisoner’s Dilemma......Page 303
   Cooperation and Defection as Unilateral Choices......Page 304
   Rational Analysis......Page 305
   Psychological Analysis of Why Tit-for-Tat Is Effective......Page 307
  Ultimatum Dilemma......Page 312
  Dictator Game......Page 313
   Binding versus Nonbinding Contracts......Page 314
   Self-Blame and Regret......Page 315
  Volunteer Dilemma......Page 316
   The Tragedy of the Commons......Page 317
   Types of Social Dilemmas......Page 318
   How to Build Cooperation in Social Dilemmas......Page 320
  Escalation of Commitment......Page 326
   Avoiding the Escalation of Commitment in Negotiations......Page 329
  Conclusion......Page 330
 Chapter 12 NEGOTIATING VIA INFORMATION TECHNOLOGY......Page 331
   Face-to-Face Communication......Page 332
   Same Time, Different Place......Page 335
   Different Time, Same Place......Page 336
   Different Place, Different Time......Page 337
   Status and Power: The “Weak Get Strong” Effect......Page 341
   Social Networks......Page 343
   Rapport and Social Norms......Page 344
   Intergenerational Negotiation......Page 345
   Initial Face-to-Face Experience......Page 348
   Schmoozing......Page 349
  Conclusion......Page 350
  Individual Decision Making......Page 351
   Riskless Choice......Page 352
   Risky Choice......Page 354
  Game Theoretic Rationality......Page 366
   Nash Bargaining Theory......Page 367
  What Are We Looking for in Nonverbal Communication?......Page 372
   Are Women More “Nonverbally Gifted” Than Men?......Page 373
   Dominance......Page 374
   Personal Charisma......Page 375
  Detecting Deception......Page 376
   Indirect Methods......Page 378
   How Motivation and Temptation Affect Lying and Deception......Page 380
   Deception Success......Page 381
   Mediation......Page 383
   Arbitration......Page 384
  Key Choice Points in Third-Party Intervention......Page 385
   Facilitation, Formulation, or Manipulation......Page 386
  Challenges Facing Third Parties......Page 387
   Promoting Outcomes That Are Perceived as Fair in the Eyes of Disputants......Page 388
   Debiasing Negotiators......Page 389
   Maintaining Neutrality......Page 390
   Training in Win-Win Negotiation......Page 391
   Step 2: Do Your Homework......Page 392
   Step 7: Consider Getting a “Coach”......Page 394
   Assume the Offer Is Negotiable......Page 395
   Put the Focus On How You Can Solve Problems, Not Make Demands......Page 396
   Don’t Reveal Your BATNA or Your Reservation Point......Page 397
   Comparables and Benchmarks......Page 398
   State Exactly What Needs to Be Done for You to Agree......Page 399
   Use a Rational Strategy for Choosing Among Job Offers......Page 400
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