The Mind and Heart of the Negotiator

Cover......Page 1
Title Page......Page 2
Copyright Page......Page 3
Contents......Page 6
Preface......Page 18
Overview......Page 20
Chapter 1 NEGOTIATION: THE MIND AND THE HEART......Page 22
Negotiation: Definition and Scope......Page 23
Negotiation as a Core Management Competency......Page 24
Negotiation Traps......Page 26
Why People Are Ineffective Negotiators......Page 27
Debunking Negotiation Myths......Page 29
Learning Objectives......Page 31
The Mind and Heart......Page 32
Chapter 2 PREPARATION: WHAT TO DO BEFORE NEGOTIATION......Page 33
Self-Assessment......Page 34
Sizing Up the Other Party......Page 47
Situation Assessment......Page 49
Conclusion......Page 57
Chapter 3 DISTRIBUTIVE NEGOTIATION: SLICING THE PIE......Page 59
The Bargaining Zone......Page 60
Pie-Slicing Strategies......Page 63
The Most Commonly Asked Questions......Page 71
Saving Face......Page 73
The Power of Fairness......Page 74
Wise Pie-Slicing......Page 87
Conclusion......Page 89
Chapter 4 WIN-WIN NEGOTIATION: EXPANDING THE PIE......Page 90
Telltale Signs Of Win-Win Potential......Page 91
A Pyramid Model......Page 93
Most Common Pie-Expanding Errors......Page 94
Strategies That Do Not Really Work......Page 96
Effective Pie-Expanding Strategies......Page 97
A Strategic Framework for Reaching Integrative Agreements......Page 109
Do Not Forget About Claiming......Page 111
Conclusion......Page 112
Chapter 5 DEVELOPING A NEGOTIATING STYLE......Page 113
Motivational Orientation......Page 115
Interests, Rights, and Power Model of Disputing......Page 123
Emotions and Emotional Knowledge......Page 135
Conclusion......Page 145
Chapter 6 ESTABLISHING TRUST AND BUILDING A RELATIONSHIP......Page 146
The People Side of Win-Win......Page 147
Trust as the Bedrock of Relationships......Page 149
Reputation......Page 163
Relationships in Negotiation......Page 164
Conclusion......Page 172
Chapter 7 POWER, PERSUASION, AND ETHICS......Page 174
Your BATNA Is Your Most Important Source of Power in Negotiation......Page 175
Analyzing Your Power......Page 176
Persuasion Tactics......Page 177
Negotiation Ethics......Page 190
Conclusion......Page 199
Chapter 8 CREATIVITY AND PROBLEM SOLVING IN NEGOTIATIONS......Page 200
What Is Your Mental Model of Negotiation?......Page 201
Creative Negotiation Agreements......Page 206
Threats to Effective Problem Solving and Creativity......Page 212
Creative Negotiation Strategies......Page 221
Conclusion......Page 231
Chapter 9 MULTIPLE PARTIES, COALITIONS, AND TEAMS......Page 236
Analyzing Multiparty Negotiations......Page 237
Coalitions......Page 247
Principal-Agent Negotiations......Page 252
Constituent Relationships......Page 257
Team Negotiation......Page 261
Intergroup Negotiation......Page 265
Conclusion......Page 270
Chapter 10 CROSS-CULTURAL NEGOTIATION......Page 273
Learning About Cultures......Page 274
Cultural Values and Negotiation Norms......Page 276
Key Challenges of Intercultural Negotiation......Page 292
Predictors of Success in Intercultural Interactions......Page 299
Advice for Cross-Cultural Negotiations......Page 300
Conclusion......Page 304
Chapter 11 TACIT NEGOTIATIONS AND SOCIAL DILEMMAS......Page 306
The Prisoner’s Dilemma......Page 308
Social Dilemmas......Page 316
Escalation of Commitment......Page 329
Conclusion......Page 332
Chapter 12 NEGOTIATING VIA INFORMATION TECHNOLOGY......Page 333
Place-Time Model of Social Interaction......Page 334
Information Technology and Its Effects on Social Behavior......Page 343
Strategies for Enhancing Technology-Mediated Negotiations......Page 347
Conclusion......Page 349
Why Is It Important to Be Rational?......Page 350
Riskless Choice......Page 351
Risky Choice......Page 353
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 and Secrecy Can Create a Life of Their Own......Page 381
Mediation......Page 382
Arbitration......Page 383
Outcome Versus Process Control......Page 384
Facilitation, Formulation, or Manipulation......Page 385
Meeting Disputants’ Expectations......Page 386
Empowering Parties in the Negotiation Process......Page 387
Debiasing Negotiators......Page 388
Maintaining Neutrality......Page 389
Training in Win-Win Negotiation......Page 390
Step 3: Determine Your BATNA and Your Aspiration Point......Page 391
Step 7: Consider Getting a “Coach”......Page 393
Assume the Offer Is Negotiable......Page 394
Immediately Reanchor the Interviewer by Reviewing Your Needs and Your Rationale......Page 395
Imagine You Are Negotiating on Behalf of Someone Else (Not Just Yourself)......Page 396
Get the Offer in Writing......Page 397
Exploding Offers......Page 398
Use a Rational Strategy for Choosing Among Job Offers......Page 399
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