The Mind and Heart of the Negotiator
This work takes a social-psychological approach to negotiation. It aims to provide the reader with the tools for understanding both the basics and complexities of negotiation. The book also combines principles, theories, applications, and research.
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The Big Picture
What to Do Before Negotiation
What to Do at the Bargaining Table
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allocation alternatives asked assess axiom bargaining table bargaining zone BATNA Bazerman behavior believe buyer chapter choice choose coalition cognitive communication concessions conflict consider cooperation cues culture double auction emotional emotional contagion equity equity theory evaluate example expected utility theory expected value experience fair feedback feel Figure Film Gate firm fixed-pie perception goals gotiation group members hindsight bias important individuals interaction interests involves issues judgment less logrolling manager Mannix maximize mental models mood negative negotiation situations norms occur offer opponent option organization outcomes parties party's perceive percent performance person player positive potential predict preferences principle prisoner's dilemma problem profit prospect theory rational relationship reservation point reservation price risk salary schemas seller settlement share skills social dilemma social loafing someone strategy target task Thelma and Louise theory Thompson tion tit-for-tat tradeoffs