INSEAD Library

1 CD-ROM included inside back cover of the book

Digitized

Contents Principles of Negotiation Principles of Negotiation Prefce. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ix . ... Acknowledgments. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . xzrz CHAPTER 1 Getting Started: What Every Negotiator Should Know Before the Negotiation Begins ...........1 Substance and Process: is "HOW" More Important than "What" . . . . . . . . . 2 When Negotiations Go Bad . . . . . . . . . . . . . . . . . . . . 3 The Key to Getting a Good or Bad Deal: Manage or Be Managed ...................... 6 Decision Making in the Face of Uncertainty. ...... 10 Managing the Mixed Motives of Competition andcooperation ........................... 13 Avoiding Exploitation: How a Cooperative Negotiator Can Manage a Competitive Negotiator . . . . . . . . 19 CHAPTER 2 Competitive Negotiating: Claiming Value in the Dance ...........25 Dividing a Fixed Pie . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 Understanding the Predictability of Competitive Negotiating . . . . . . . . .27 Purchasing a Car: The Predictability of Competitive NegotiatingonDisplay ...................................... 28 The Six Characteristics of Competitive Bargaining ..................34 The Culture of Competitive Negotiating .......................... 42 The Opening Offer: The Strategic Negotiator's First Major Decision ... 4 4 Linkage: Connecting Different Pies to Create Deals .................56 Anchoring: The Power of Psychology . . . . . . . . . . . . . . . . . . . . . . . . . . . .58 . CHAPTER 3 Cooperative Negotiation: -63 Creating Value by Bargaining for Mutual Gain .................. 1ntegritive gargaining Moving Beyond the Zero.Sum. 65 Fixed-Pie Negotiation ....................................... Step One of Cooperative Negotiating: It's the Language You Use ...... 66 Step Two: Go Below the Line . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .70 . Step Three: Creating Options with the Potential for Mutual Gain . . . . . .77 Cooperative Negotiating in Action: Working Together to Solve the Problem ........................ 79 CHAPTER 4 Dealing with Difficult Negotiation Situations Negative Behaviors and Tactics .................................. 88 Strategic Responses to Negative Behaviors and Tactics . . . . . . . . . . . . . . . 90 Dealing with Strong Emotions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 94 Common Challenges in Business Negotiations......................99 CHAPTER 5 ...................87 Putting Theory into Practice: Strategic Negotiating in Action Preparing to Negotiate ....................................... -106 Beginning the Negotiation .....................................118 When to Walk Away . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 121 . ....105 ClosingtheDeal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 122 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 128 The Durability of Agreements . The Agreement: The Devil Is in the Details. . . . . . . . . . . . . . . . . . . . . . 130 CHAPTER 6 Ethics in Negotiation: To Be or Not to Be? .....................135 Bluffing. Puffing. and Deception ................................136 Honesty in Negotiating ....................................... 141 Cultural and Moral Norms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 143 Legal Limits on Negotiating Behavior and Agreements.............. 146 CHAPTER 7 Common Problems in Negotiating and Recommended Solutions. . 153 Impediments to Decision Making ............................... 153 Differing Communication Styles . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .158 Unrealistic KsWBenefit Assessment . . . . . . . . . . . . . . . . . . . . . . . . . . . . .162 Conflict and Distrust ......................................... 166 ................................................... The Law 178 Power Imbalance ............................................. 179 CHAPTER 8 Driving to Your Destination ...................................185 Glossary ...................................................189 Bibliography ................................................ 195 Index About the Authors ........................................... 197 ..................................................... 199