Negotiation 1st Edition Moving From Conflict to Agreement

đàm phán
Chuyển từ xung đột sang thỏa thuận
Đàm phán: Chuyển từ xung đột sang thỏa thuận giúp học sinh hiểu được việc đàm phán diễn ra xung quanh họ như thế nào. Sử dụng các ví dụ hàng ngày và kinh doanh, các tác giả Kevin W. Rockmann, Claus W. Langfred và Matthew A. Cronin giải thích cách đàm phán với sự nhấn mạnh vào thời điểm và lý do sử dụng các chiến thuật và cách tiếp cận nhất định. Tập trung vào tâm lý của các đòn bẩy đàm phán như tính có đi có lại, sự không chắc chắn, sức mạnh và các lựa chọn thay thế, văn bản giúp sinh viên hiểu tất cả các cách họ có thể thương lượng để tạo ra giá trị. Được đóng gói với những lời khuyên thực tế, tổng hợp các vấn đề đạo đức, trường hợp và bài tập nhập vai, văn bản mới hấp dẫn này áp dụng cách tiếp cận ứng dụng vào đàm phán, cho phép sinh viên có được sự tự tin và kinh nghiệm khi thực hành mài giũa kỹ năng đàm phán của chính mình.  Đi kèm với tiêu đề này: Trang web Tài nguyên dành cho Người hướng dẫn được bảo vệ bằng mật khẩu (chính thức được gọi là SAGE Edge) cung cấp quyền truy cập vào tất cả các tài nguyên dành riêng cho văn bản, bao gồm ngân hàng bài kiểm tra và các trang trình bày PowerPoint® dành riêng cho từng chương có thể chỉnh sửa.

Preface
Acknowledgments
About the Authors
Section I • Introduction to Negotiation
Chapter 1 • How to Think About Negotiation
Learning Objectives
What Is a Negotiation, and Why Do We Negotiate?
Do Others Have Control Over What You Want or Need?
Does the Situation Involve the Need for Joint Action?
Summary of Why We Negotiate
Common Mistakes Made When Negotiating
The Mental Model of a Negotiator
Mistake 1: Thinking You Know What a Successful Negotiation Looks Like
Mistake 2: Avoiding Conflict
Mistake 3: Failing to Plan
Mistake 4: Succumbing to the Fixed-Pie Bias
Mistake 5: Assuming Too Much
Mistake 6: Being Overly Self-Serving
Mistake 7: Relying on the Same Tactic Again and Again
Mistake 8: Inability to Transfer Knowledge From One Negotiation to the Next
Chapter Review
Discussion Questions
Concept Application
Chapter 2 • Negotiation Fundamentals
Learning Objectives
Approaches to Negotiation
Understanding
Convincing
The Basics of Negotiation
Negotiating Participants
Issues and Bargaining Mix
Interests vs. Positions
Evaluating Success
Tangible vs. Intangible Interests
ZOPA and Resistance Points
Creating vs. Claiming Value
Preparing for the Ethics of Negotiation
What Are Ethics?
Why Are Ethics Important?
Having a Personal Standard
Bad People or Bad Behavior?
Chapter Review
Discussion Questions
Concept Application
Chapter 3 • Planning to Negotiate
Learning Objectives
Introduction to Negotiation Planning
Thinking About Planning
Information Gathering
What Is “True”?
Relevance
Anticipating Negotiation Tactics
Planning for Value Creation
Building a Negotiation Plan
Negotiation Participants
Interests
Issues and Creating a Preference Table
Goals
Alternatives
Inpidual and Cultural Differences
Approach and Tactics
Making a Planning Worksheet
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Section II • Negotiation Levers
Chapter 4 • Reciprocity
Learning Objectives
➡ Chapter Example
Introduction to Reciprocity
Reciprocity Defined
What Is Reciprocated?
Reciprocity Over Time
The Paradox of Reciprocity
Interests in Negotiation
Cautions When Using Reciprocity
Negotiation Tactics
Uncovering Your Own Interests
Perspective Taking
Asking Interest-Based Questions
Compromise
Adding Issues
Logrolling
Packaging Issues
Contingent Contracts
Benefits to Leveraging Reciprocity
Costs to Leveraging Reciprocity
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Role-Play Exercise: Expat
Supplement A • The Stages of Negotiation
Chapter 5 • Intangible Interests
Learning Objectives
➡ Chapter Example
Introduction to Intangible Interests
The “Self” and Identity
Where Does Identity Come From?
Multiple Sources of Identity
Identity Threat
Cognitive Dissonance and Consistency
Interests in Principle
Respect
Negotiation Tactics
Helping Others Save Face
Framing Positions to Match Intangible Interests
Utilizing Intangible Resources
The Emotional Appeal
Using Standards
Benefits to Leveraging Intangible Interests
Costs to Leveraging Intangible Interests
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Role-Play Exercise: The Science Department
Supplement B • Negotiation and Technology
Chapter 6 • Relationships
Learning Objectives
➡ Chapter Example
Introduction to Relationships
Relationship Power
Social Exchange
Liking and Similarity
Trust
Trust Repair
Negotiating Tactics
Appear Friendly and Open
Have a Professional Appearance
Be Consistent
Be Dependable
Always Reciprocate
Share Experiences
Find Similarities/Common Ground
Benefits to Leveraging Relationships
Costs to Leveraging Relationships
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Role-Play Exercise: The Raw Form
Supplement C • Negotiating With More Than One Person
Chapter 7 • Uncertainty
Learning Objectives
➡ Chapter Example
Introduction to Uncertainty
Uncertainty in Negotiation
Knowledge and Uncertainty
Uncertainty, Anxiety, Sensemaking
Information Asymmetry
Tolerance for Ambiguity
Expert Power
Negotiation Tactics
Doing Research
Data-Based Arguments
Planning Concessions
Opening Offers/Setting an Anchor
Using Expertise
Framing as Gains
Benefits to Leveraging Uncertainty
Costs to Leveraging Uncertainty
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Role-Play Exercise: A Question of Value
Supplement D • Mediation and Arbitration
Chapter 8 • Formal Power
Learning Objectives
➡ Chapter Example
Introduction to Formal Power
What Is Power?
Power Is Given by Others
Types of Power
Power Imbalance
Negotiation Tactics
Using Resources as Leverage
Using Legitimacy
Building Coalitions
Invoking Background Power
Managing the Impression of Formal Power
Benefits to Leveraging Formal Power
Costs to Leveraging Formal Power
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Role-Play Exercise: Nuclear
Supplement E • “Hardball” Tactics of Negotiation
Chapter 9 • Alternatives
Learning Objectives
➡ Chapter Example
Introduction to Alternatives
Opportunity Costs
BATNA
BATNA and Confidence
BATNA and Power
Negotiation Tactics
Improving Your BATNA
Disclosing BATNA
Exposing Another’s BATNA
Walking Away
Benefits to Leveraging Alternatives
Costs to Leveraging Alternatives
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Role-Play Exercise: H-Electrix Automotive
Supplement F • Resource and Time Constraints
Chapter 10 • Persistence and Goals
Learning Objectives
➡ Chapter Example
Introduction to Persistence and Goals
The Motivated Negotiator: Setting Goals
Characteristics of Motivating Goals
Goals and Resistance Points
Extrinsic Motivation
Intrinsic Motivation
Why Does Persistence Work?
Negotiation Tactics
Being Persistent
Setting Goals
Using a Preference Sheet
Setting Intangible Goals
Benefits to Leveraging Persistence
Costs to Leveraging Persistence
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Role-Play Exercise: The Subaru
Section III • Managing Your Negotiation
Chapter 11 • Inpidual Differences
Learning Objectives
Gender and Sex Differences
Personality
Conflict Avoidance
Agreeableness
Social Value Orientation
Propensity to Trust
Emotions
Anger
Emotion Expression
Anxiety and Fear
Emotional Intelligence
Differences in Negotiation Ability
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Chapter 12 • Culture
Learning Objectives
Culture as Context
Defining Culture
Dimensions of Culture
Implications of Cultural Differences
Culture and Emotion
Local, Organizational, and Team Cultures
Advice for Cross-Cultural Negotiations
Anticipate Differences in Strategy and Tactics
Leverage Cultural Differences to Create Value
Avoid Attribution Errors
Avoid Ethnocentrism
Show Respect
Be Aware of Exceptions and Differences
Ethical Considerations
Ethics Discussion Questions
Chapter Review
Discussion Questions
Concept Application
Appendix 1: Mini Cases
Vignette 1: Professor Poe
Vignette 2: The Princess Bride
Vignette 3: Jacob and the Garden
Vignette 4: Jalen and Brian
Vignette 5: The Mofred Glass Corporation
Vignette 6: Mykalea and INVF
Appendix 2: Elqui Terra Case
Case Discussion Questions
Appendix 3: Job Negotiations
Don’t Skip Planning
Move From Convincing to Understanding
Improve Your BATNA
Find a Truth Teller (Insider)
Don’t Forget About Contingent Contracts
See Your Opponent as a Possible Mentor
Try to Avoid E-mail
Remember That “Value” Comes in All Shapes and Sizes
Glossary
Notes
Index