This text provides an integrated, big-picture view of what to do and what not to at the bargaining table, based on the latest research findings. Combining a strong applied flavour with straightforward and lively writing, it presents a unified, and comprehensive overview of the insights, strategies, and practices inherent in successful negotiations, and addresses the most common myths and pitfalls that plague negotiators. It weaves together a wide range of disciplines in its study of negotiation, including economics, psychology, sociology, and organisational behaviour. ÍNDICE PART I. ESSENTIALS OF NEGOTIATION 1. Negotiation: The Mind and the Heart 2. Preparation: What to Do Before Negotiation 3. Distributive Negotiation: Slicing the Pie 4. Win-Win Negotiation: Expanding the Pie PART II. ADVANCED NEGOTIATION SKILLS 5. Developing a Negotiating Style 6. Establishing Trust and Building a Relationship 7. Power, Persuasion, and Ethics 8. Creativity and Problem Solving in Negotiations PART III. APPLICATIONS AND SPECIAL SCENARIOS 9. Multiple Parties, Coalitions, and Teams 10. Cross-Cultural Negotiation 11. Tacit Negotiations and Social Dilemmas 12. Negotiating via Information Technology