Description
PART I: 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 II: 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 III: COMPLEX NEGOTIATIONS 10. Multiple Parties, Coalitions, and Teams 11. Cross-Cultural Negotiation 12. Negotiating in a Virtual World APPENDICES Appendix 1: Negotiating a Job Offer Appendix 2: Third-Party Intervention
