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Negotiation Fundamentals | |
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Three Approaches to Resolving Disputes: Interests, Rights and Power | |
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Selecting a Strategy | |
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Making Strategic Moves | |
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Six Habits of Merely Effective Negotiators | |
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Successful Negotiating | |
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The Negotiation Checklist | |
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Negotiation Techniques: How to Keep Br’er Rabbit Out of the Briar Patch | |
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Secrets of Power Negotiating | |
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Defusing the Exploding Offer: The Farpoint Gambit | |
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Implementing a Collaborative Strategy | |
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Internet-Based Negotiation: An Engine-Driving Change | |
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Negotiating Lessons from the Browser Wars | |
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Negotiation Subprocesses | |
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Negotiating Rationally: The Power and Impact of the Negotiator’s Frame | |
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Psychological Traps | |
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The Behavior of Successful Negotiators | |
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Staying With No | |
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Where does Power Come From? | |
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Harnessing the Science of Persuasion | |
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Breakthrough Bargaining | |
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Ethics in Negotiation: Oil and Water or Good Lubrication? | |
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Three School of Bargaining Ethics | |
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Deception and Mutual Gains Bargaining: Are They Mutually Exclusive? | |
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Negotiation Contexts | |
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Can We Negotiate and Still Be Friends? | |
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Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation | |
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The High Cost of Low Trust | |
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When Should We Use Agents? Direct versus Representative Negotiation | |
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When a Contract Isn’t Enough: How to Be Sure Your Agent Gets You the Best Deal | |
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The Closer | |
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The New Boss | |
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Get Things Done through Coalitions | |
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When Interests Collide: Managing Many Parties at the Table | |
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Negotiating Teams: A Levels of Analysis Approach | |
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Individual Differences | |
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The Power of Talk: Who Gets Heard and Why | |
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Women Don’t Ask | |
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Should You Be a Negotiator | |
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Negotiation across Cultures | |
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Negotiation and Culture | |
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Intercultural Negotiation in International Business | |
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Tales of the Bazaar: Interest-Based Negotiation across Cultures | |
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American Strengths and Weaknesses | |
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Resolving Differences | |
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Doing Things Collaboratively: Realizing the Advantage or Succumbing to Inertia? | |
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Taking Steps Toward “Getting to Yes” at Blue Cross and Blue Shield of Florida | |
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Taking the Stress Out of Stressful Conversations | |
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Renegotiating Existing Agreements: How to Deal with “Life Struggling Against Form” | |
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Negotiating with Problem People | |
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When and How to Use Third-Party Help | |
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The Manager as the Third Party: Deciding How to Intervene in Employee Di | |