Mind & Heart of Negotiator

For undergraduate/graduate-level business courses that cover the skills of negotiation.This text provides an integrated, big-picture view of what to do and what to avoid at the bargaining table, based on the latest research findings. Combining a strong applied flavor with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organizational behavior. Illustrative case studies and real-life negotiations. Shows students that many of the concepts in the book are borne out in real-world situations.Skills-based approach. Provides students with practical take-away points for several different kinds of multiparty situations.Numerous Self-Insight assessments. Negotiators can test their own intuition, and approach, i.e. Chapter 5 and 10.Sophisticated bargaining skills. Students learn about complex, commonly-occurring negotiating situations, such as negotiating with agents, mediation and arbitration, negotiating via e-mail and conference call, negotiating with competitor companies, and negotiating cross-culturally.A chapter on negotiating style. Challenges students with self-assessment of their negotiation style in terms of motivations, emotions, and disputing.Power and persuasion. Introduces students to rational and psychological influence strategies.Technology. Introduces students to different place and time models of social interactions, and provides strategies for enhancing technology mediated negotiations.Advanced negotiating skills. Provides students with alternative strategies for achieving results.Win-Win negotiations. Provides students with strategies and applications for integrative agreements.