This books is broken down into three sections that will help your negotiating skills development:
PART ONE
Common Mistakes in Negotiation
- The Irrational Escalation of Commitment
- The Mythical Fixed-Pie
- Anchoring and Adjustment
- Framing Negotiations
- Availability of Information
- The Winner's Curse
- Overconfidence and Negotiator Behavior
PART TWO
A Rational Framework for Negotiation
- Thinking Rationally about Negotiation
- Negotiations in a Joint Venture: A Case Example
- Rational Strategies for Creating Integrative Agreements
PART THREE
Simplifying Complex Negotiations
- Are You an Expert?
- Fairness, Emotion, and Rationality in Negotiation
- Negotiating in Groups and Organizations
- Negotiating Through Third Parties
- Competitive Bidding: The Winner's Curse Revisited
- Negotiating Through Action
- Negotiating Rationally in an Irrational World
