Negotiation

Preface Acknowledgments About the Authors SECTION I * INTRODUCTION TO NEGOTIATION CHAPTER 1 * How to Think About Negotiation What Is a Negotiation, and Why Do We Negotiate? Common Mistakes Made When Negotiating Chapter Review CHAPTER 2 * Negotiation Fundamentals Approaches to Negotiation The Basics of Negotiation Preparing for the Ethics of Negotiation Chapter Review CHAPTER 3 * Planning to Negotiate Introduction to Negotiation Planning Thinking About Planning Information Gathering Building a Negotiation Plan Making a Planning Worksheet Ethical Considerations Chapter Review SECTION II * NEGOTIATION LEVERS CHAPTER 4 * Reciprocity Introduction to Reciprocity Negotiation Tactics Benefits to Leveraging Reciprocity Costs to Leveraging Reciprocity Ethical Considerations Chapter Review SUPPLEMENT A * The Stages of Negotiation CHAPTER 5 * Intangible Interests Introduction to Intangible Interests Negotiation Tactics Benefits to Leveraging Intangible Interests Costs to Leveraging Intangible Interests Ethical Considerations Chapter Review SUPPLEMENT B * Negotiation and Technology CHAPTER 6 * Relationships Introduction to Relationships Negotiating Tactics Benefits to Leveraging Relationships Costs to Leveraging Relationships Ethical Considerations Chapter Review SUPPLEMENT C * Negotiating With More Than One Person CHAPTER 7 * Uncertainty Introduction to Uncertainty Negotiation Tactics Benefits to Leveraging Uncertainty Costs to Leveraging Uncertainty Ethical Considerations Chapter Review SUPPLEMENT D * Mediation and Arbitration CHAPTER 8 * Formal Power Introduction to Formal Power Negotiation Tactics Benefits to Leveraging Formal Power Costs to Leveraging Formal Power Ethical Considerations Chapter Review SUPPLEMENT E * "Hardball" Tactics of Negotiation CHAPTER 9 * Alternatives Introduction to Alternatives Negotiation Tactics Benefits to Leveraging Alternatives Costs to Leveraging Alternatives Ethical Considerations Chapter Review SUPPLEMENT F * Resource and Time Constraints CHAPTER 10 * Persistence and Goals Introduction to Persistence and Goals Negotiation Tactics Benefits to Leveraging Persistence Costs to Leveraging Persistence Ethical Considerations Chapter Review SECTION III * MANAGING YOUR NEGOTIATION CHAPTER 11 * Individual Differences Gender and Sex Differences Personality Emotions Differences in Negotiation Ability Ethical Considerations Chapter Review CHAPTER 12 * Culture Culture as Context Defining Culture Dimensions of Culture Implications of Cultural Differences Culture and Emotion Local, Organizational, and Team Cultures Advice for Cross-Cultural Negotiations Ethical Considerations Chapter Review Appendix 1: Mini Cases Appendix 2: Elqui Terra Case Appendix 3: Job Negotiations Glossary Notes Index