Sixth Edition Global Edition HE MlND AND HEART OF THE - GBV_Image_Marked资料.pdf

Sixth Edition Global Edition HE MlND AND HEART OF THE NEGOTIATOR Leigh L. Thompson Kellogg School of Management Northwestern TJniversity PEARSON Boston Columbus Indianapolis New York San Francisco Upper Saddle River Amsterdam Cape Town Dubai London Madrid Milan Munich Paris Montreal Toronto Delhi Mexico City Säo Paulo Sydney Hong Kong Seoul Singapore Taipei Tokyo CONTENTS Preface 17 About the Author 21 Part I Essentials of Negotiation 23 Chapter 1 NEGOTIATION: THE MIND AND THE HEART 23 Negotiation: Definition and Scope 24 Negotiation as a Core Management Competency 25 Dynamic Nature of Business 25 Interdependence 25 Economic Forces 26 Information Technology 26 Globalization 26 Most People are Ineffective Negotiators 27 Negotiation Traps 27 Why People are Ineffective Negotiators 28 Egocentrism 28 Confirmation Bias 28 Satisficing 29 Self-Reinforcing Incompetence 29 Debunking Negotiation Myths 30 Myth 1: Negotiations are Fixed-Sum 30 Myth 2: You Need to be either Tough or Soft 30 Myth 3: Good Negotiators are Born 30 Myth 4: Life Experience is a Great Teacher 31 Myth 5: Good Negotiators Take Risks 31 Myth 6: Good Negotiators Rely on Intuition 31 Learning O