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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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NEW! Balancing Act: How to Manage Negotiation Tensions | |
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The Negotiation Checklist | |
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NEW! Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions | |
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NEW! Closing Your Business Negotiations | |
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Defusing the Exploding Offer: The Farpoint Gambit | |
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Implementing a Collaborative Strategy | |
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NEW! Solve Joint Problems to Create and Claim Value | |
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NEW! Even at Megastores, Hagglers Find No Price Is Set in Stone | |
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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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NEW! Managers and Their Not-So Rational Decisions | |
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NEW! When Your Thoughts Work Against You from the Program on Negotiation Newsletter | |
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NEW! Untapped Power: Emotions in Negotiation | |
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Staying with No | |
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NEW! Risks of E-Mail | |
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Where Does Power Come From? | |
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Harnessing the Science of Persuasion | |
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NEW! The Six Channels of Persuasion | |
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NEW! Negotiating With Liars | |
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NEW! Negotiation Ethics | |
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Three Schools of Bargaining Ethics | |
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NEW! A Painful Close | |
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Negotiation Contexts | |
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Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation | |
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NEW! The Soft Sell | |
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NEW! Bargaining in the Shadow of the Tribe | |
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NEW! Four Strategies for Making Concessions | |
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The High Cost of Low Trust | |
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NEW! Consequences of Principal and Agent | |
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NEW! The Tension between Principals and Agents | |
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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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NEW! This is Not a Game | |
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The New Boss | |
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NEW! Can't Beat Them? Then Join a Coalition from the Program on Negotiation Newsletter | |
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NEW! Building and Maintaining Coalitions and Allegiances Throughout Negotiations | |
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NEW! The Surprising Benefits of Conflict in Negotiating Teams from the Program on Negotiation Newsletter | |
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Individual Differences | |
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Women Don't Ask | |
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NEW! Become a Master Negotiator | |
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Should You Be a Negotiator? | |
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Negotiation across Cultures | |
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NEW! Culture and Negotiation | |
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Intercultural Negotiation in International Business | |
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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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NEW! Negotiating with Disordered People | |
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When and How to Use Third-Party Help | |
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NEW! Investigative Negotiation | |
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Summary | |
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Best Practices in Negotiation | |
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NEW! ‘Getting Past Yes': Negotiating as if Implementation Mattered | |
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NEW! Seven Strategies for Negotiating Success | |
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Six Habits of Merely Effective Negotiators | |
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Exercises | |
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The Subjective Value Inventory (SVI) | |
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Pemberton's Dilemma | |
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The Commons Dilemma | |
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The Used Car | |
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Knight Engines/Excalibur Engine Parts | |
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GTechnica-AccelMedia | |
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NEW! Toyonda | |
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Planning for Negotiations | |
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The Pakistani Prunes | |
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Universal Computer Company | |
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Twin Lakes Mining Company | |
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City of Tamarack | |
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Island Cruise | |
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Salary Negotiations | |
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Job Offer Negotiation: Joe Tech and Robust Routers | |
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The Employee Exit Interview | |
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NEW! Live8 | |
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NEW! Ridgecrest School Dispute | |
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Bestbooks/Paige Turner | |
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Strategic Moves and Turns | |
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Elmwood Hospital Dispute | |
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The Power Game | |
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Coalition Bargaining | |
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The Connecticut Valley School | |
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Bakery-Florist-Grocery | |
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The New House Negotiation | |
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NEW! The Buena Vista Condo | |
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Eurotechnologies, Inc. | |
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Third-Party Conflict Resolution | |
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NEW! AuraCall, Inc. | |
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500 English Sentences | |
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Sick Leave | |
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Alpha-Beta | |
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NEW! Galactica SUV | |
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Bacchus Winery | |
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Collecting Nos | |
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NEW! A Team in Trouble | |
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Cases | |
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Capital Mortgage Insurance Corporation (A) | |
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Pacific Oil Company (A) | |
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NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A) | |
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Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A) | |
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NEW! Bargaining Strategy in Major League Baseball | |
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Midwestern: Contemporary Art | |
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500 English Sentences | |
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Sick Leave | |
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Questionnaires | |
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The Personal Bargaining Inventory | |
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The SINS II Scale | |
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NEW! Six Channels Survey | |
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The Trust Scale | |
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Communication Competence Scale | |
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NEW! Cultural Intelligence (CQS) | |
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Appendix | |
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NEW! Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B) | |