1. Instructor’s Manual with Overheads to accompanyCopyright ©2012 Pearson Education, The Mind and Heart of the Negotiator 5/e (Thompson) Inc. publishing as Prentice Hall Negotiation: The Mind and Heart CHAPTER 1

2. 1-2 Why Should Negotiation Be a Core Management Competency? Dynamic nature of business Interdependence Economic Forces Information Technology Globalization CHAPTER 1 Instructor’s Manual with Overheads to accompanyCopyright ©2012 Pearson Education, The Mind and Heart of the Negotiator 5/e (Thompson) Inc. publishing as Prentice Hall

3. 1-3 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”) CHAPTER 1 Instructor’s Manual with Overheads to accompanyCopyright ©2012 Pearson Education, The Mind and Heart of the Negotiator 5/e (Thompson) Inc. publishing as Prentice Hall

4. 1-4 Why are People Ineffective Negotiators? Egocentrism Confirmation Bias Satisficing Self-Reinforcing Incompetence CHAPTER 1 Instructor’s Manual with Overheads to accompanyCopyright ©2012 Pearson Education, The Mind and Heart of the Negotiator 5/e (Thompson) Inc. publishing as Prentice Hall

5. 1-5 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 CHAPTER 1 Instructor’s Manual with Overheads to accompanyCopyright ©2012 Pearson Education, The Mind and Heart of the Negotiator 5/e (Thompson) Inc. publishing as Prentice Hall

6. 1-6 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) CHAPTER 1 Instructor’s Manual with Overheads to accompanyCopyright ©2012 Pearson Education, The Mind and Heart of the Negotiator 5/e (Thompson) Inc. publishing as Prentice Hall

7. Instructor’s Manual with Overheads to accompanyCopyright ©2012 Pearson Education, The Mind and Heart of the Negotiator 5/e (Thompson) Inc. publishing as Prentice Hall 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 1-7 CHAPTER 1