For undergraduate and graduate-level business courses that cover the skills of negotiation. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples.

PART I: ESSENTIALS OF NEGOTIATIONChapter 1: Negotiation: The Mind and the Heart Chapter 2: Preparation: What to Do before Negotiation Chapter 3: Distributive Negotiation: Slicing the Pie Chapter 4: Win-Win Negotiation: Expanding the Pie PART II: ADVANCED NEGOTIATION SKILLS Chapter 5: Developing a Negotiating Style Chapter 6: Establishing Trust and Building a Relationship Chapter 7: Power, Persuasion, and Ethics Chapter 8: Creativity and Problem Solving in Negotiations PART III: APPLICATIONS AND SPECIAL SCENARIOS Chapter 9: Multiple Parties, Coalitions, and Teams Chapter 10: Cross-Cultural Negotiation Chapter 11: Tacit Negotiations and Social Dilemmas Chapter 12: Negotiating via Information Technology APPENDICES 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