图书简介

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

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