instructors manual with overheads to accompanycopyright 2012 pearson education, the mind and heart...

Instructor’s Manual with Overheads to accompany Copyright ©2012 Pearson Education, The Mind and Heart of the Negotiator 5/e (Thompson) Inc. publishing as Prentice Hall

Negotiation: The Mind and Heart

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Why Should Negotiation Be a Core Management Competency?

• Dynamic nature of business• Interdependence• Economic Forces• Information Technology• Globalization

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The Traps of Negotiation

• Leaving money on the table (“lose-lose” negotiation)• Settling for too little (the “winner’s curse”)• Walking away from the table• Settling for terms worse than your alternative (the

“agreement bias”)

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Why are People Ineffective Negotiators?

• Egocentrism• Confirmation Bias• Satisficing• Self-Reinforcing Incompetence

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Debunking Negotiation Myths

Myth 1: Negotiations are fixed-sum Myth 2: You need to be either tough or soft Myth 3: Good negotiators are born Myth 4: Life experience is a great teacher Myth 5: Good negotiators take risks Myth 6: Good negotiators rely on intuition

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The Mind and Heart of the Negotiator: Learning Objectives

• Improve your ability to negotiate successfully• General strategy for successful negotiation• Enlightened model of negotiation (fraternal twin model)

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• All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher. Printed in the United States of America.

• Copyright ©2012 Pearson Education, Inc. publishing as Prentice Hall

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Joseph Tomasso

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instructors manual with overheads to accompanycopyright 2012 pearson education, the mind and heart...

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