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Mind and Heart of the Negotiator, The, 3rd Edition by Leigh L. Thompson, Kellogg Graduate School of Management, Northwestern University ZIP OR PDF for sale 

Table of Contents

I. ESSENTIALS OF NEGOTIATION.

 1. Negotiation: The Mind and the Heart.

 2. Preparation: What to Do Before Negotiation.

 3. Distributive Negotiation: Slicing the Pie.

 4. Win-Win Negotiation: Expanding the Pie.

II. ADVANCED NEGOTIATION SKILLS.

 5. Developing a Negotiating Style.

 6. Establishing Trust and Building a Relationship.

 7. Power, Persuasion, and Ethics.

 8. Creativity and Problem Solving in Negotiations.

III. APPLICATIONS AND SPECIAL SCENARIOS.

 9. Multiple Parties, Coalitions, and Teams.

10. Cross-Cultural Negotiation.

11. Tacit Negotiations and Social Dilemmas.

12. Negotiating via Information Technology.

APPENDICES.

Appendix 1: Are You a Rational Person? Check Yourself.

Appendix 2: Nonverbal Communication and Lie Detection.

Appendix 3: Third-Party Intervention.

Appendix 4: Negotiating a Job Offer.

References.

Subject Index.

Author Index.

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