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