The Mind and Heart of the Negotiator, Third Edition, is for managers, executives, and leaders-anyone who has to negotiate with other people to attain their objectives. The Mind and Heart of the Negotiator provides managers with proven solution to many tough negotiation challenger.
* Effective preparation.
* Claiming resources.
* Expanding the pie of resource.
* Assessing and developing and effective motivational, emotional, and disputing style.
* Building trust and relationships.
* Increasing your power and influence.
* Improving your power and influence.
* Dealing with multiple parties, coalitions, constituents, and agents.
* Navigating the tension between cooperation and competition.
* Effective cross-cultural negotiation.
* Testing your own rationality and judgment.
* Reading nonverbal Behavior and Deception.
* Strategies for dealing with third parties.
* negotiating a job offer.

Preface.
Part I. Essentials negotiation.
Chapter 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-wing negotiation: expanding the pie.
Part II. Advanced negotiation skills.
Chapter 5. Developing a Negotiating style.
Chapter 6. Establishing thrust and building a relationship.
Chapter 7. Power, persuasion, and ethics.
Chapter 8. Creativity and problems solving in negotiations.
Part. III. Application and special scenarios.
Chapter 9. Multiple parties, coalitions, and Teams.
Chapter 10. Cross-cultural Negotiation.
Chapter 11. Tacit negotiation and social dilemmas.
Chapter 12. Negotiating via information technology.
Appendix.
Popular press references.
Subject index.
Author index.