The Mind and Heart of the Negotiator 7E By Leigh Thompson 9781292399461

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