Part 1: Negotiation Fundamentals
Chapter 1: When to Negotiate and Getting Started
The Importance of Negotiation
Strategies for Conflict Resolution
Steps in the Negotation Process
Implications: Learning the Art and Science of Negotiation
Toolkit Activity 1.1: Strategies for Conflict Resolution
Case Study 1.1: Deciding Not to Negotiate
Chapter 2: Negotiation Strategies
Setting Up Your Negotiation
Steps in the Negotiation Process
Implications: The Importance of Preparation
Toolkit Activity 2.1: Dependency Situations in Negotiation
Case Study 2.1: Tesla and Panasonic's Gigafactory
Chapter 3: Distributive Bargaining
Distributive or Integrative?
Hard Bargaining Negotiation Strategies
Implications: Should I Reveal My BATNA?
Toolkit Activity 3.1: Estimate the ZOPA
Self-Assessment 3.1: Hard Bargaining Strategies Assessment
Case Study 3.1: Walmart and Rubbermaid
Chapter 4: Integrative Bargaining
Determining Integrative Potential
Creative Problem Solving in Negotiation
Contingency Contracts (CC)
Implications: Receptiveness to Opposing Viewpoints
Toolkit Self-Assessment 4.1: Integrative Bargaining Style
Case Study 4.1: The Disney-Fox Merger
Chapter 5: Ethical Challenges in Negotiation
Definition of Ethics in Negotation
Ethically Questionable Behaviors in Negotiation
How to Detect if Your Counterparty is Lying
Addressing Your Counterparty’s Unethical Behavior
Implications: What Happens If I Don’t Get Caught?
Toolkit Activity 5.1: Lie Detection: Truth or Lie?
Case Study 5.1: The Fall of TechVista
Part 2: Advanced Negotiation Skills
Chapter 6: Individual Differences
Why Differences Matter in Negotiation
Motivations in Negotiation
Communication Style in Negotiation
Gender, Race, and Negotiation
Perceptual Biases in Negotiation
Implications: Being a Negotiation Chameleon
Toolkit Activity 6.1: The Paraphrase Challenge
Case Study 6.1: When Motives Collide: Cooperative and Individualistic Negotiators
Chapter 7: Managing Emotions at the Bargaining Table
Emotions as a Negotiation Strategy
Implications: Managing Emotions in Life
Toolkit Self-Assessment 7.1: Emotional Style in Negotiation
Toolkit Self-Assessment 7.2: Emotional Intelligence in Negotiations
Case Study 7.1: European Super League: Emotional Backlash
Chapter 8: Building Relationships and Trust
Relationship Building in Negotiation
Relationships and Reputation
Implications: How Relationships Shape Fairness
Toolkit Self-Assessment 8.1: How Trustful are You?
Case Study 8.1: Target and Feeding America – A Partnership to Combat Child Hunger
Chapter 9: Cross-Cultural Negotiation
What is National Culture?
High Context and Low Context Cultures
Face, Dignity, and Honor Cultures
Implications: Culture and Negotiation Strategies
Toolkit Activity 9.1: Cross-Cultural Negotiation Checklist
Toolkit Assessment 9.2: What’s Your Negotiation CQ?
Case Study 9.1: Saving Face: Apple’s Apology in China
Chapter 10: Virtual Negotiation
What is Virtual Negotiation?
Challenges in Virtual Negotiation
Virtual Negotiation Dynamics
Security and Confidentiality
Virtual Negotiation Follow-Up
Implications: The Virtually Intelligent Negotiator
Toolkit Self-Assessment 10.1: Virtual Communication Intelligence
Case Study 10.1: Failure to Launch: Virtual Negotiation
Part 3: Advanced Negotiation Strategies
Chapter 11: Team Negotiation
How is Team Negotiation Different?
Team Negotiation Challenges
Team Negotiation Preparation
Strategies for Managing Team Conflict
Team Negotiation Meeting Strategies
Implications: Rethinking the Advantages of Team Negotiation
Toolkit Activity 11.1: Stakeholder Analysis in Negotiation
Case Study 11.1: Microsoft’s Acquisition of LinkedIn: Strategic Team Negotiation
