The Negotiator’s Fieldbook

Alternate Table of Contents

4. International List

If your immediate concern is international disputing and negotiating, you may want to start with these chapters:

1 Introduction: A "Canon of Negotiation" Begins to Emerge 1
Christopher Honeyman & Andrea Kupfer Schneider

2 The Unstated Models in Our Minds 7
Jayne Seminare Docherty

3 Protean Negotiation 17
Peter S. Adler

5 What’s in a Frame? 37
Marcia Caton Campbell & Jayne Seminare Docherty

7 A Three-Dimensional Analysis of Negotiation 55
Robert Ricigliano

8 Protracted Conflicts As Dynamical Systems 61
Peter T. Coleman, Lan Bui-Wrzosinska, Robin R. Vallacher & Andrzej Nowak

11 Game Theory Behaves 87
David F. Sally & Gregory Todd Jones

12 Process and Stages 95
I. William Zartman

13 When Not to Negotiate 101
Gabriella Blum & Robert H. Mnookin

17 Timing and Ripeness 143
I. William Zartman

34 Typical Errors of Westerners 293
Bee Chen Goh

35 Indigenous Experiences in Negotiation 301
Loretta Kelly

37 Religion and Conflict 323
Jeffrey R. Seul

48 Using the Creative Arts 415
Michelle LeBaron & Christopher Honeyman

49 Apology in Negotiation 425
Jennifer Gerarda Brown & Jennifer K. Robbennolt

50 Unforgiven: Anger and Forgiveness 435
Ellen Waldman & Frederic Luskin

53 Using Ambiguity 461
Christopher Honeyman

55 Bargaining in the Shadow of the Tribe 475
John H. Wade

56 A Lasting Agreement 485
John H. Wade & Christopher Honeyman

57 Consequences of Principal and Agent 497
Jayne Seminare Docherty & Marcia Caton Campbell

61 The Interpreter As Intervener 535
Sanda Kaufman

63 Intra-Team Miscommunication 555
David Matz

64 Internal Conflicts of the Team 561
Howard S. Bellman

65 Negotiation, One Tool Among Many 565
Jayne Seminare Docherty

68 The Culturally Suitable Mediator 591
Harold Abramson

72 Retraining Ourselves for Conflict Transformation 637
Charles Hauss

73 Uses of a Marathon Exercise 645
Daniel Druckman

76 The Military Learns to Negotiate 675
Leonard L. Lira

77 The Last Plane Out... 687
Robert Dingwall & Carrie Menkel-Meadow

80 A New Future for Kashmir? 715
Ambassador John W. McDonald

 

What's available in the Alternate Table of Contents:

1. a primer on negotiation
2. interpersonal negotiations and conflicts
3. employment and intra-organizational settings
4. international negotiations
5. business transactions and disputes
6. environmental and public policy problems
7. negotiation of litigation
8. and for those who have Seen It All

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Table of Contents (annotated) in full