BMGT 362 The mind and heart of the negotiator Applications and Special Scenarios

BMGT 362 The mind and heart of the negotiator PART I Essentials of Negotiation 23 Chapter 1 Negotiation: The Mind and The Heart 23 Chapter 2 Preparation: What to Do Before Negotiation 34 Chapter 3 Distributive Negotiation: Slicing the Pie 60 Chapter 4 Win-Win Negotiation: Expanding the Pie 91 PART II Advanced Negotiation Skills 113 Chapter 5 Developing a Negotiating Style 113 Chapter 6 Establishing Trust and Building a Relationship 144 Chapter 7 Power, Gender, and Ethics 171 Chapter 8 Creativity and Problem Solving in Negotiations 195 PART III Applications and Special Scenarios 230 Chapter 9 Multiple Parties, Coalitions, and Teams 230 Chapter 10 Cross-Cultural Negotiation 267 Chapter 11 Social Dilemmas 300 Chapter 12 Negotiating Via Information Technology 330 APPENDICES Appendix 1 Are You a Rational Person? Check Yourself 350 Appendix 2 Nonverbal Communication and Lie Detection 371 Appendix 3 Third-Party Intervention 382 Appendix 4 Negotiating a Job Offer 391