Overview

Think about what it felt like the first time you sat behind the steering wheel of a car. It was exciting because driving a car allowed you to go different places. Driving was frightening because of your new responsibilities and the possibility of making mistakes that could lead to an accident. The Road to Success: Learning how to Become an Effective Negotiator, aimed at the undergraduate population, compares learning to negotiate to learning to drive. Like driving, negotiation is a teachable skill that involves self-assessment, situation assessment, and lots of practice. Like a driver's education course, the reader will review some of the basic principles of negotiations – the """"rules of the road"""" – on their road trip to negotiation success and have the opportunity to practice the art of negotiating through negotiation exercises, case studies, and discussion questions found in the online component of The Road to Success: Learning how to Become an Effective Negotiator. >The Road to Success: Learning how to Become an Effective Negotiator navigates the terrain of distributive bargaining, (negotiating a lease, buying a car), integrative negotiations (multiple issue negotiations that focus on joint gain), preparation strategy, trust, ethics and cultural issues. It is flush with examples, cases and exercises that will educate and challenge the novice negotiator.

Full Product Details

Author:   Terry L. Boles ,  Lon D. Moeller
Publisher:   Kendall/Hunt Publishing Co ,U.S.
Imprint:   Kendall/Hunt Publishing Co ,U.S.
ISBN:  

9781792420726

ISBN 10:   1792420722
Pages:   277
Publication Date:   08 January 2020
Audience:   College/higher education ,  Tertiary & Higher Education
Format:   Paperback
Publisher's Status:   Active
Availability:   Temporarily unavailable  
The supplier advises that this item is temporarily unavailable. It will be ordered for you and placed on backorder. Once it does come back in stock, we will ship it out to you.

Table of Contents

Chapter 1 Recognizing You Are on the Road Chapter Objectives Key Terms Why Do Many People Hate to Negotiate ? Recognizing Negotiation Situations A Definition of Negotiation What Makes Someone a Good Negotiator? Chapter Summary Questions/Exercises Chapter 2 What Type of Driver Are You? Chapter Objectives Key Terms Conflict Handling Styles What Type of Negotiator Are You? Social Motivational Orientation Relationships: What about the Other? The Role of Assumptions in Negotiation Chapter Summary Questions/Exercises Chapter 3 What Kind of Trip Are You Taking? The Short versus the Long Haul Chapter Objectives Key Terms Characteristics of Distributive Bargaining Contentious and Hardball Tactics Highball/Lowball Intimidation Bogey Nibble Chicken Good Cop/Bad Cop Reference Points in Negotiation Aspiration Level BATNA Reservation Price Bargaining Zones Settlement Zone or Zone of Potential Agreement Information Gathering Who Should Make the First Offer? Overcoming Fears of Negotiating Norms and Their Relationship to Concessions Fairness Norms Chapter Summary Questions/Exercises Chapter 4 The Challenges of Cross-Country Driving Chapter Objectives Key Terms What Is Integrative Negotiation? How Does Integrative Negotiation Differ from Distributive Bargaining? Single versus Multiple Issues Positions versus Interests Is the Negotiation a One-Time Interaction, or Will There Be Multiple Encounters? What Tools Are Required in the Negotiation Toolkit to Be a Successful Integrative Negotiator? First, Know Yourself, Your Interests, and Your Priorities Second, Know the Other; Take That Person's Perspective Third, Gather Information: Ask and Answer Questions Fourth, Develop Reciprocity-Share Information about Interests and Priorities Fifth, Think about the Negotiation Holistically Rather than Piecemeal Finally, Be Patient and Trust the Process Quantifying the Issues and Possible Outcomes: Reaching the Pareto Frontier Chapter Summary Questions/Exercises Chapter 5 Preparing to Drive the Negotiation Streets and Highways Chapter Objectives Key Terms The Stages of a Successful Negotiation The Importance of Preparation for Negotiation Success Preparing to Negotiate: Creating Your Road Map What Is It You Want or Need? What Do You Want to Accomplish in This Particular Negotiation? What Will Happen If You Can't Reach an Agreement with the Other Negotiator? What Type of Relationship Do You Have or Do You Want to Have with the Other Negotiator? What Do You Think the Other Negotiator Wants or Needs? What Will You Do to Explain or Sell Your First Offer to the Other Negotiator? What Strategy Best Fits This Negotiation? Chapter Summary Questions/Exercises Chapter 6 Reading the Road Map, Watching for Billboard Signs, and Learning When to Take the Back Roads Chapter Objectives Key Terms Uncovering the Other Negotiator's Interests Asking Questions The Role of Concessions in Negotiations Generating Multiple Possible Options Getting Commitment and Closing the Negotiation Get It in Writing The Post-Settlement Settlement Celebrate the Deal Chapter Summary Questions/Exercises Chapter 7 What If You Are Driving a Scooter and They Are in a Semi-Truck? Power, Leverage, and Influence in Negotiation Chapter Objectives Key Terms Expert Power: Power Based on Information Reward Power: The Carrot Coercive Power: The Stick Legitimate Power: Power That Comes with the Position Referent Power: Having the Power of the Crowd behind You Power versus Leverage Interests, Rights, and Power Influence Reciprocity: Be the First to Give Scarcity: The Rule of the Rare Authority: Showing Knowing Commitment: The Starting Point Liking: Making Friends to Influence People Consensus: People Proof, People Power Chapter Summary Questions/Exercises Chapter 8 What If They Don't Obey the Rules of the Road? Trust, Ethics, and Reputation in Negotiation Chapter Objectives Key Terms Trust When Trust Is Present When Trust Is Absent When the Trustworthiness of the Other Is Unknown Assessing Situations Individual Differences in the Propensity to Trust Trust Repair Ethics Ethical Theories What Motivates People to Act Unethically? Greed and the Profit Motive Competition, the Desire to Win Justice or Redressing Unjust Behavior How to Avoid Being Taken by Unethical Tactics Ask Questions Check Your Assumptions Don't Get Caught up in Ingratiation or Flattery Check Their Reputation How to Avoid Ethical Traps What Should Your Personal Ethical Standards Be? Reputation Revisiting the Chapter Case Chapter Summary Questions/Exercises Chapter 9 Objects in the Mirror May Be Closer than They Appear: Perceptions, Biases, and Communication in Negotiation Chapter Objectives Key Terms Perceptions All That Glitters Is Not Gold The Dark Side of Selective Attention Framing Effects in Negotiation Heuristics and Biases That Affect Negotiation Process and Outcomes Anchoring Availability Bias The Endowment Effect Fixed Pie Perception Irrational Escalation of Commitment Overconfidence Reactive Devaluation (or Reactance) Representativeness Heuristic (and Bias) Are We Doomed? Communication What Is Communicated in Negotiations? Non-Verbal Communication Channels of Communication Chapter Summary Questions/Exercises Chapter 10 Understanding What It Is Like to Drive on the Other Side of the Road: Gender and Cultural Differences in Negotiation Chapter Objectives Key Terms Gender Differences in Negotiation Why We Would Expect Gender Differences in Negotiation Research Findings on Gender and Negotiation Culture and Negotiation Hofstede's Cultural Dimensions Other Cultural Perspectives Different Approaches to Understanding Culture Culture as a Learned Behavior Culture as Shared Core Values Heterogeneity within Culture Culture in Context What If They Are Coming Here to Negotiate? Ethical and Legal Issues That Arise in International Negotiations Who Is Subject to the FCPA? What Behaviors Will Raise Concerns of the FCPA? Chapter Summary Questions/Exercises Chapter 11 Driving Defensively: Negotiating Your Way through Conflict, Emotional Situations, and Difficult Negotiators Chapter Objectives Key Terms Sources of Conflict in Negotiations The Role of Emotion in Negotiations Building Rapport with Someone Who Is Emotional The Use of Apologies Handling a Difficult Negotiator Chapter Summary Questions/Exercises Chapter 12 Who Do You Call When You Are in Unfamiliar Territory, When You Are Stuck in a Traffic Jam, or When Your Car Breaks Down? Chapter Objectives Key Terms The Use of Agents in Negotiation Finding Ways to Bypass Negotiation Roadblocks Using a Third Party to Help Break Negotiation Impasses-Mediation and Arbitration Mediation Arbitration Chapter Summary Questions/Exercises Chapter 13 The End of the Road-Where We've Been and Future Journeys Glossary

Reviews

Author Information

Tab Content 6

Author Website:  

Customer Reviews

Recent Reviews

No review item found!

Add your own review!

Countries Available

All regions