Table of Contents

1 Overview; What is negotiation?; When does negotiation happen?; Why learn negotiation?; The key negotiation skills; About this book. 2 Preparing to negotiate; Outcomes; Goals; Outcomes and goals; How many issues?; Context; External standards; One side, many goals; Know your bottom line; Know your BATNA; Leverage and threats; Real life: Celltech resort to their BATNA; Distributive and integrative negotiation; Win/win and win/lose outcomes; Real life: Making tracks for leverage; Negotiation styles; Which style?; Gender differences; Cultural differences; Body language. 3 Co-operative tactics; Firm foundations; Difficult problems, not difficult people; Listening; Space and distance; Uncover goals and preferences; Real life: Goals and persuasion in Bilbao; Generating options; Building a common reality; Persuasion; The pitfalls of co-operation. 4 Aggressive tactics; Ultimatums; Anger; Good cop, bad cop; Inertia; Consistency traps; Information and deception; Distraction; Aggressive negotiation; Giving up; The pitfalls of aggression. 5 Negotiation psychology; The bargaining zone; The endowment effect; Framing effects; Gains and losses; Prospect theory; Fixed pie assumptions; Escalation of commitment; Sunk costs; Fairness. 6 Closure; Getting back on track; Managing difference; Reaching agreement; Getting commitment; Improving the deal; Preparing for the future; Negotiation as a strategic skill

About the Author

Series Editor: Nigel Nicholson Nigel Nicholson, Professor of Organisational Behaviour at London Business School, is a leading international scholar of organisation and management and a recognised expert on people at work. His innovative teaching helps business leaders to improve by bringing in perspectives from philosophy, science and the arts. He has a particular interest in studying family businesses. Nigel writes regularly for the Times, Financial Times and Observer. He also contributes to radio programmes such as Today and PM, and has appeared on BBC and CNN. He has given keynote addresses to CEO conferences worldwide. Editor: Madan Pillutla Madan Pillutla is Associate Professor of Organisational Behaviour at London Business School. Educated in India and Canada, he previously worked at the Hong Kong University of Science and Technology. He has published a wide range of papers on topics including trust and reciprocity, co-operation and decision processes. His specific interests include negotiating and bargaining, power and decision making, ethics and group dynamics.