Knowingo
Try 7 days free
The cover of The Mind and Heart of the Negotiator

The Mind and Heart of the Negotiator

Leigh L. Thompson

What makes a negotiator effective when both money and relationships are at stake?

Get the app Read on the web

At a glance

Author
Leigh L. Thompson

Why read it

  • You will stop treating negotiations as fixed sum, and learn to expand the pie by trading across several issues
  • You will learn to thank someone for an offer but not accept it at once, and to take time to think
  • You will see why building rapport and trust can matter as much as the numbers in a huge deal

Who it is for

  • A manager about to negotiate a salary, budget or contract
  • A salesperson who wants better terms without hurting trust
  • A founder dealing with investors and partners

Contents

  1. Chapter 1Negotiation: The Mind and the Heart
  2. Relationships versus Economics
  3. Knowledge Economy
  4. Feedback
  5. Myth 1: Negotiations Are Fixed-Sum
  6. Chapter 2Preparation: What to Do Before Negotiation
  7. Targets and Aspirations
  8. Counterparty
  9. One-Shot versus Long-Term
  10. Chapter 3Distributive Negotiation: Claiming Value
  11. Bargaining Surplus
  12. Accurately Assess Your BATNA
  13. Anchoring Information Model
  14. Anchoring Effect
  15. Range Offers
  16. Precise versus Round Numbers
  17. Early versus Late First Offers
  18. Re-anchoring
  19. Reciprocity versus Aversion
  20. Concession Pattern
  21. Magnitude of Concessions
  22. Timing of Concessions
  23. Substantiation
  24. Power Conversation Tactics
  25. Constraints versus Disparagement
  26. “Agreement” versus “Option”
  27. Fairness Arguments
  28. Social Comparison
  29. Equity Principle
  30. Face-Saving
  31. Chapter Capstone
  32. Chapter 4Integrative Negotiation: Expanding the Pie
  33. Fixed-sum Versus Variable-sum Negotiation
  34. Compromise versus Integrative Negotiation
  35. Multiple Issues
  36. Separate Positions from Interests
  37. Resource Assessment
  38. Chapter 5Understanding Personality and Motivation
  39. Implicit Theories
  40. Cooperative Negotiator
  41. Economic Outcomes
  42. Chapter 6Managing Emotions and Contentious Negotiations
  43. Genuine versus Strategic Emotion
  44. Disappointment
  45. Interests, Rights, and Power Model
  46. Social Dilemmas in Business
  47. Chapter 7Establishing Trust and Building Relationships
  48. Money Versus Relationships
  49. Subjective value
  50. Trust Propensity
  51. Negotiating With Friends
  52. Chapter 8Power, Ethics, and Reputation
  53. Sources of Power
  54. Status and Negotiation Performance
  55. Seven-Factor Model of Ethically-Questionable Behavior
  56. Halos and Forked-Tails
  57. Chapter 9Creativity, Problem Solving, and Learning in Negotiation
  58. Test Your Own Creativity
  59. Haggling
  60. Fractionating Single-Issue Negotiations into Multiple Issues

More books like this