Section 1 | The Nature of Negotiation | 1 |
1.1 | How to Get Them to Show You the Money | 2 |
1.2 | Three Approaches to Resolving Disputes: Interests, Rights, and Power | 10 |
1.3 | Consider Both Relationships and Substance When Negotiating Strategically | 23 |
Section 2 | Prenegotiation Planning | 41 |
2.1 | Preparing for Negotiations | 42 |
2.2 | The Negotiation Checklist | 50 |
2.3 | The Right Game: Use Game Theory to Shape Strategy | 64 |
Section 3 | Strategy and Tactics of Distributive Bargaining | 83 |
3.1 | Negotiation Techniques: How to Keep Br'er Rabbit Out of the Brier Patch | 84 |
3.2 | Secrets of Power Negotiating | 94 |
3.3 | Defusing the Exploding Offer: The Farpoint Gambit | 105 |
Section 4 | Strategy and Tactics of Integrative Negotiation | 113 |
4.1 | Interest-Based Negotiation: An Engine-Driving Change | 114 |
4.2 | Step into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation | 122 |
4.3 | Some Wise and Mistaken Assumptions about Conflict and Negotiation | 131 |
Section 5 | Communication and Cognitive Biases | 141 |
5.1 | Negotiating Rationally: The Power and Impact of the Negotiator's Frame | 142 |
5.2 | How to Frame a Message: The Art of Persuasion and Negotiation | 152 |
5.3 | Psychological Traps | 160 |
5.4 | The Behavior of Successful Negotiators | 169 |
Section 6 | Finding Negotiation Leverage | 183 |
6.1 | Where Does Power Come From? | 184 |
6.2 | How to Become an Influential Manager | 192 |
6.3 | Breakthrough Bargaining | 208 |
6.4 | The Good Guy's Guide to Office Politics | 217 |
Section 7 | Ethics in Negotiation | 223 |
7.1 | The Ethics and Profitability of Bluffing in Business | 224 |
7.2 | Ethics in Negotiation: Oil and Water or Good Lubrication? | 230 |
7.3 | Deception and Mutual Gains Bargaining: Are they Mutually Exclusive? | 245 |
Section 8 | Social Context | 255 |
8.1 | When Should We Use Agents? Direct versus Representative Negotiation | 256 |
8.2 | Negotiating in Long-Term Mutually Interdependent Relationships among Relative Equals | 264 |
8.3 | Can We Negotiate and Still be Friends? | 281 |
8.4 | Whom Can You Trust? It's Not So Easy to Tell | 287 |
Section 9 | Coalitions, Multiple Parties, and Teams | 291 |
9.1 | A Core Model of Negotiation | 292 |
9.2 | Reengineering Negotiations | 298 |
9.3 | Get Things Done through Coalitions | 308 |
Section 10 | Individual Differences | 315 |
10.1 | The Power of Talk: Who Gets Heard and Why | 316 |
10.2 | Are You Smart Enough to Keep Your Job? | 330 |
10.3 | Should You Be a Negotiator? | 336 |
Section 11 | Global Negotiations | 339 |
11.1 | International Negotiations: An Entirely Different Animal | 340 |
11.2 | Intercultural Negotiation in International Business | 355 |
11.3 | American Strengths and Weaknesses | 374 |
11.4 | Negotiating with Romans | 378 |
11.5 | Negotiating with Romans--Part 2 | 394 |
Section 12 | Managing Difficult Negotiation Situations: Individual Approaches | 417 |
12.1 | Negotiating with Problem People | 418 |
12.2 | Open Mouth--Close Career | 422 |
12.3 | Negotiating with a Customer You Can't Afford to Lose | 427 |
Section 13 | Managing Difficult Negotiation Situations: Third-Party Approaches | 435 |
13.1 | When and How to Use Third-Party Help | 436 |
13.2 | Mediator Attitudes toward Outcomes: A Philosophical View | 454 |
13.3 | The Manager as the Third Party: Deciding How to Intervene in Employee Disputes | 467 |
Section 14 | Applications of Negotiation | 479 |
14.1 | Bargaining under the Influence: The Role of Alcohol in Negotiations | 480 |
14.2 | She Stands on Common Ground | 496 |
14.3 | The Ultimate Guide to Internet Deals | 498 |
| Exercises | 510 |
1. | The Disarmament Exercise | 512 |
2. | Pemberton's Dilemma | 518 |
3. | The Commons Dilemma | 521 |
4. | The Used Car | 522 |
5. | Knight Engine/Excalibur Engine Parts | 524 |
6. | GTechnica--AccelMedia | 525 |
7. | Universal Computer Company I | 526 |
8. | Universal Computer Company II | 530 |
9. | Twin Lakes Mining Company | 531 |
10. | Salary Negotiations | 534 |
11. | Job Offer Negotiation: Joe Tech and Robust Routers | 535 |
12. | The Employee Exit Interview | 540 |
13. | Newtown School Dispute | 541 |
14. | Bestbooks/Paige Turner | 547 |
15. | Elmwood Hospital Dispute | 548 |
16. | The Power Game | 551 |
17. | Coalition Bargaining | 552 |
18. | Jordan Electronics Company | 555 |
19. | Third-Party Conflict Resolution | 559 |
20. | The Connecticut Valley School | 564 |
21. | Alpha-Beta | 567 |
22. | The New House Negotiation | 569 |
23. | Eurotechnologies, Inc. | 571 |
24. | The Pakistani Prunes | 578 |
25. | Planning for Negotiations | 579 |
26. | Sanibel Island | 582 |
27. | The Playground Negotiation | 586 |
28. | Collecting Nos | 595 |
29. | 500 English Sentences | 597 |
30. | Sick Leave | 598 |
31. | Town of Tamarack | 599 |
32. | Bacchus Winery | 602 |
| Cases | 603 |
1. | Capital Mortgage Insurance Corporation (A) | 604 |
2. | Pacific Oil Company (A) | 619 |
3. | The Ken Griffey Jr. Negotiation | 647 |
4. | Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) | 658 |
5. | Vanessa Abrams (A) | 667 |
6. | 500 English Sentences | 671 |
7. | Sick Leave | 681 |
| Questionnaires | 691 |
1. | The Personal Bargaining Inventory | 692 |
2. | The SINS II Scale | 696 |
3. | The Influence Tactics Inventory | 699 |
4. | The Trust Scale | 701 |
5. | Communication Competence | 705 |