Table of Contents

Chapter 1: The Nature of Negotiation  

Chapter 2: Strategy and Tactics of Distributive Bargaining  

Chapter 3: Strategy and Tactics of Integrative Negotiation  

Chapter 4: Negotiation: Strategy and Planning  

Chapter 5: Ethics in Negotiation  

Chapter 6: Perception, Cognition, and Emotion  

Chapter 7: Communication  

Chapter 8: Finding and Using Negotiation Power  

Chapter 9: Influence  

Chapter 10: Relationships in Negotiation  

Chapter 11: Agents, Constituencies, and Audiences  

Chapter 12: Coalitions  

Chapter 13: Multiple Parties and Groups in Negotiations  

Chapter 14: Individual Differences I: Gender and Negotiation  

Chapter 15: Individual Differences II: Personality and Abilities  

Chapter 16: International and Cross?Cultural Negotiation  

Chapter 17: Managing Negotiation Impasses  

Chapter 18: Managing Difficult Negotiations  

Chapter 19: Third?Party Approaches to Managing Difficult Negotiations  

Chapter 20: Best Practices in Negotiations  

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