Preface
About the Author
Part I. Negotiation Essentials
Chapter 1. Negotiation: The Mind and The Heart
Chapter 2. Preparation: What to Do before Negotiation
Chapter 3. Distributive Negotiation: Claiming Value
Chapter 4. Integrative Negotiation: Expanding the Pie
Part II Negotiation Skills
Chapter 5. Understanding Personality and Motivation
Chapter 6. Managing Emotions and Contentious Negotiations
Chapter 7. Establishing Trust and Building Relationships
Chapter 8. Power, Ethics, and Reputation
Chapter 9. Creativity, Problem Solving, and Learning in Negotiation
Part III Complex Negotiations
Chapter 10. Multiple Parties, Coalitions, and Teams
Chapter 11. Cross-Cultural Negotiation
Chapter 12. Negotiating in a Virtual World
Appendix 1. Negotiating a Job Offer
Appendix 2. Third-Party Intervention

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