- The Mind and Heart of the Negotiator
- Brief Contents
- Contents
- Preface
- About the Author
- Part I: Essentials of Negotiation
- 1 Negotiation: The Mind and the Heart
- 2 Preparation: What to Do Before Negotiation
- Self-Assessment
- What Do I Want?
- What Is My Alternative to Reaching Agreement in This Situation?
- Determine Your Reservation Point
- Be Aware of Focal Points
- Beware of Sunk Costs
- Do Not Confuse Your Target Point with Your Reservation Point
- Identify the Issues in the Negotiation
- Identify the Alternatives for Each Issue
- Identify Equivalent Multi-Issue Proposals
- Assess Your Risk Propensity
- Endowment Effects
- Am I Going to Regret This?
- Violations of the Sure Thing Principle
- Do I Have an Appropriate Level of Confidence?
- Other Assessment
- Situation Assessment
- Is the Negotiation One Shot, Long Term, or Repetitive?49
- Do the Negotiations Involve Scarce Resources, Ideologies, or Both?
- Is the Negotiation One of Necessity or Opportunity?
- Is the Negotiation a Transaction or Dispute?
- Are Linkage Effects Present?60
- Is Agreement Required?62
- Is it Legal to Negotiate?
- Is Ratification Required?66
- Are Time Constraints or Other Time-Related Costs Involved?67
- Are Contracts Official or Unofficial?
- Where Do the Negotiations Take Place?
- Are Negotiations Public or Private?84
- Is Third-Party Intervention a Possibility?87
- What Conventions Guide the Process of Negotiation (Such as Who Makes the First Offer)?
- Do Negotiations Involve More Than One Offer?
- Do Negotiators Communicate Explicitly or Tacitly?
- Is There a Power Differential Between Parties?
- Is Precedent Important?
- Conclusion
- Self-Assessment
- 3 Distributive Negotiation: Slicing the Pie
- The Bargaining Zone
- Pie-Slicing Strategies
- Strategy 1: Assess Your BATNA and Improve It
- Strategy 2: Determine Your Reservation Point, but do not reveal It
- Strategy 3: Research the Other Party’s BATNA and Estimate Their Reservation Point
- Strategy 4: Set High Aspirations (Be Realistic but Optimistic)
- Strategy 5: Make the First Offer (If You Are Prepared)
- Strategy 6: Immediately Reanchor if the Other Party Opens First
- Strategy 7: Plan Your Concessions
- Strategy 8: Support Your Offer with Facts
- Strategy 9: Appeal to Norms of Fairness
- Strategy 10: Do Not Fall for the “Even Split” Ploy
- Most Commonly Asked Questions
- Saving Face
- The Power of Fairness
- Wise Pie Slicing
- Conclusion
- 4 Win-Win Negotiation: Expanding the Pie
- What is Win-Win Negotiation?
- Telltale Signs of Win-Win Potential
- Most Common Pie-Expanding Errors
- Most Commonly Used Win-Win Strategies
- Effective Pie-Expanding Strategies
- Perspective Taking
- Ask Questions About Interests and Priorities
- Reveal Information About Your Interests and Priorities
- Unbundle the Issues
- Logrolling and Value-added Trade-offs
- Make Package Deals, Not Single-Issue Offers
- Make Multiple Offers of Equivalent Value Simultaneously
- Structure Contingency Contracts by Capitalizing on Differences
- Presettlement Settlements (PreSS)
- Search for Postsettlement Settlements
- A Strategic Framework for Reaching Integrative Agreements
- Conclusion
- Part II: Advanced Negotiation Skills
- 5 Developing a Negotiating Style
- Motivational Orientation
- Interests, Rights, and Power Model of Disputing
- Assessing Your Approach
- Strategic Issues Concerning Approaches
- Emotions and Emotional Knowledge
- Conclusion
- 6 Establishing Trust and Building a Relationship
- The People Side of Win-Win
- Trust as the Bedrock of Relationships
- Three Types of Trust in Relationships
- Building Trust: Rational and Deliberate Mechanisms
- Building Trust: Psychological Strategies
- What Leads to Mistrust?
- Repairing Broken Trust
- Step 1: Arrange a Personal Meeting
- Step 2: Put the Focus on the Relationship
- Step 3: Apologize
- Step 4: Let Them Vent
- Step 5: Do Not Get Defensive
- Step 6: Ask for Clarifying Information
- Step 7: Test Your Understanding
- Step 8: Formulate a Plan
- Step 9: Think About Ways to Prevent a Future Problem
- Step 10: Do a Relationship Checkup
- Reputation
- Relationships in Negotiation
- Conclusion
- 7 Power, Gender, and Ethics
- Power
- Gender
- Ethics
- Conclusion
- 8 Creativity and Problem Solving in Negotiations
- Creativity in Negotiation
- Creative Negotiation Agreements
- Threats to Effective Problem Solving and Creativity
- Techniques for Enhancing Creative Negotiation Agreements
- Conclusion
- 5 Developing a Negotiating Style
- Part III: Applications and Special Scenarios
- 9 Multiple Parties, Coalitions, and Teams
- Analyzing Multiparty Negotiations
- MULTIPARTY NEGOTIATIONS
- Key Challenges of Multiparty Negotiations
- Strategies for Successful Multiparty Negotiations
- Know Who Will Be at the Table
- Manage the Information and Systematize Proposal Making
- Brainstorm Options
- Develop and Assign Process Roles
- Stay at the Table
- Strive for Equal Participation
- Allow for Some Points of Agreement, Even If Only on Process
- Avoid the “Equal Shares” Bias
- Avoid the Agreement Bias
- Avoid Sequential Bargaining
- Coalitions
- Principal-Agent Negotiations
- Disadvantages of Agents
- Strategies for Working Effectively with Agents
- Shop Around
- Know Your BATNA Before Meeting with Your Agent
- Communicate Your Interests to Your Agent Without Giving Away Your BATNA
- Capitalize on the Agent’s Expertise
- Tap into Your Agent’s Sources of Information
- Agent Networks
- Discuss Ratification
- Use Your Agent to Help Save Face
- Use Your Agent to Buffer Emotions
- Constituent Relationships
- Team Negotiation
- Intergroup Negotiation
- Conclusion
- Analyzing Multiparty Negotiations
- 10 Cross-Cultural Negotiation
- Learning About Cultures
- Cultural Values and Negotiation Norms
- Key Challenges of Intercultural Negotiation
- Predictors of Success in Intercultural Interactions
- Advice for Cross-Cultural Negotiations
- Anticipate Differences in Strategy and Tactics That May Cause Misunderstandings
- Cultural Perspective Taking
- Recognize That the Other Party May Not Share Your View of What Constitutes Power
- Avoid Attribution Errors
- Find Out How to Show Respect in the Other Culture
- Find Out How Time is Perceived in the Other Culture
- Know Your Options for Change
- Conclusion
- 11 Social Dilemmas
- Social Dilemmas in Business
- The Prisoner’s Dilemma
- Ultimatum Dilemma
- Dictator Game
- Trust Game
- Volunteer Dilemma
- Multiparty Dilemmas
- Escalation of Commitment
- Conclusion
- 12 Negotiating Via Information Technology
- 9 Multiple Parties, Coalitions, and Teams
- 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
- Name Index
- Subject Index
J
Jackson, J., 238
Jackson, S. E., 313
Janis, I. L., 118
Jankowsko, M., 171
Javidan, M., 247
Jensen, M. C., 223
Jepson, C., 189
Johansen, R., 309
Johnson, K., 7
Johnson, L., 131
Jones, G., 87
Jones, P., 183
Jong-Un, Kim, 91
Jonker, C. M., 260
Jorgensen, D., 269
Joyce, M. A., 65
Juieng, D., 126
Jun, C., 112
Juvina, I., 199
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