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Table of Contents

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PART ONE: NEGOTIATION FUNDAMENTALS

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

PART TWO: NEGOTIATION SUBPROCESSES

Chapter 6: Perception, Cognition, and Emotion

Chapter 7: Communication

Chapter 8: Finding and Using Negotiation Power

Chapter 9: Influence

PART THREE: NEGOTIATION CONTEXTS

Chapter 10: Relationships in Negotiation

Chapter 11: Agents, Constituencies, Audiences

Chapter 12: Coalitions

Chapter 13: Multiple Parties and Teams in Negotiation

PART FOUR: INDIVIDUAL DIFFERENCES

Chapter 14: Individual Differences I: Gender and Negotiation

Chapter 15: Individual Differences II: Personality and Abilities

PART FIVE: NEGOTIATION ACROSS CULTURES

Chapter 16: International and Cross-Cultural Negotiation

PART SIX: RESOLVING DIFFERENCES

Chapter 17: Managing Negotiation Impasses

Chapter 18: Managing Difficult Negotiations

Chapter 19: Third Party Approaches to Managing Difficult Negotiations

PART SEVEN: SUMMARY

Chapter 20: Best Practices in Negotiations