Essentials of Negotiation

Book Purchased Under BCOm Programme @ Rs. 2,880/- with bill no: 365, dtd: 18/01/2024

Contents:
1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation

Overview of This Book
The organization of this volume generally follows the more complete Seventh Edition of
Negotiation. The fundamental difference between this and the Seventh Edition text is that this
book contains only 12 chapters, while the complete Seventh Edition contains 20 chapters. The
first four chapters have only been minimally shortened for this volume, because we believe
that the content is essential to any negotiation course. (The shortening process includes editing out some of the more research-oriented references and descriptions, deleting many of the
boxes and sidebars, and occasionally some secondary sections.) Similarly, the last chapter
is reproduced in full. The other seven chapters from Negotiation, have been included, but
shortened by 25–50 percent each.
For the instructor who is not familiar with Essentials (the first five editions) or Negotiation (Seventh or earlier editions), a brief overview is in order. The first five chapters introduce
the reader to “Negotiation Fundamentals.” The first chapter introduces the field of negotiation
and conflict management, describes the basic problem of interdependence with other people,
and briefly explores the challenges of managing that interdependence. Chapters 2 and 3 then
present the two core strategic approaches to negotiation: the basic dynamics of competitive
(win-lose) bargaining (Chapter 2) and the basic dynamics of integrative (win-win) negotiation (Chapter 3). Chapter 4 describes the fundamental prework that negotiators must do to
get ready for a negotiation: selecting the strategy, framing the issues, defining negotiation
objectives, and planning the steps one will pursue to achieve those objectives. In Chapter 5, we
examine the ethical standards and criteria that surround negotiation. The effective negotiator
must recognize when ethical questions are relevant and what factors must be considered to
address them effectively.
The next three chapters describe the fundamental psychological subprocesses of negotiation: perception, cognition, and emotion; communication; and power. In Chapter 6, we review
the basic processes of perception, cognition, and emotion in negotiation, we specifically examine common cognitive and judgment biases made by negotiators, and how emotion can
affect negotiations. In Chapter 7, we examine communication dynamics. We look at the ways
that negotiators communicate their interests, positions and goals, and how this information is
communicated to the other. Chapter 8 focuses on power. We look at the capabilities negotiators can muster power to pressure the other side, so as to change his or her perspective or give
in to our arguments.
vi Preface
The next two chapters examine the social contexts in which these negotiations occur, and
which also therefore influence how they evolve. In Chapter 9, we examine how the negotiation
process changes when the parties have an established relationship with each other, and how
the type of relationship affects the negotiation process. We also examine the key roles played
by trust, justice and negotiator reputation in shaping negotiations. In Chapter 10, we look at
multiparty negotiations, when multiple individuals must work together as a group, team or
task force to solve a complex problem or make a decision.
In Chapter 11, we attempt to clarify how international and cross-cultural differences can
shape the diverse ways that parties approach negotiations.
Finally, in Chapter 12, we present a new concluding chapter, summarizing the book’s
content and offering ten “best practices” principles for all negotiators.

English