1. The Nature of Negotiation
2. Strategy and tactics of Distributive Bargaining
3. Strategy and tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
PART 2: NEGOTIATION AND SUB PROCESSES
6. Perception, Cognition, and Emotion
8. Finding and Using Negotiation Power
PART 3: NEGOTIATION CONTEXTS
10. Relationships in Negotiation
11. Agents, Constituencies, Audiences
13. Multiple Parties, Groups, and Teams in Negotiation
PART 4: INDIVIDUAL DIFFERENCES
14. Individual Differences I: Gender and Negotiation
15. Individual Differences II: Personality and Abilities
PART 5: NEGOTIATION AND CULTURES
16. International and Cross-Cultural Negotiation
17. Managing Negotiation Impasses
18. Managing Difficult Negotiations
19. Third‐Party Approaches to Managing Difficult Negotiations
20. Best Practices in Negotiations
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