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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) | |