The Negotiator’s Fieldbook

Alternate Table of Contents

2. Interpersonal List

If you negotiate or mediate primarily in interpersonal disputes, whether in family, community, or organizational settings, you may find these chapters a good place to start:

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

6 When the Play’s in the Wrong Theater 47
Gale Miller & Robert Dingwall

15 Nonevents and Avoiding Reality 121
Susan K. Morash

16 Negotiating Access 133
Alexander Hawkins, Chris Stern Hyman & Christopher Honeyman

19 Perceptions of Fairness 165
Nancy A. Welsh

22 Trust and Distrust 191
Roy J. Lewicki

23 Reputations in Negotiation 203
Catherine H. Tinsley, Jack J. Cambria & Andrea Kupfer Schneider

25 Identity: More than Meets the "I" 225
Daniel L. Shapiro

26 Internal and External Conflict 231
Morton Deutsch

27 Knowing Yourself: Mindfulness 239
Leonard L. Riskin

29 Power, Powerlessness and Process 257
Phyllis E. Bernard

30 Untapped Power: Emotions in Negotiation 263
Daniel L. Shapiro

32 Miswanting 277
Chris Guthrie & David F. Sally

33 In Our Bones (or Brains): Behavioral Biology 283
Douglas H. Yarn & Gregory Todd Jones

36 Gender Is More than Who We Are 315
Deborah M. Kolb & Linda Putnam

37 Religion and Conflict 323
Jeffrey R. Seul

38 Negotiating with Disordered People 335
Elizabeth L. Jeglic & Alexander A. Jeglic

39 Perceptions and Stories 343
Sheila Heen & Douglas Stone

41 Psychology and Persuasion 361
Donna Shestowsky

42 Courting Compliance 371
Chris Guthrie

43 The Theory of Mind 377
David F. Sally

44 Communication and Interaction Patterns 385
Linda L. Putnam

46 Strategic Moves and Turns 401
Deborah M. Kolb

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

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

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

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

69 Allies in Negotiation 603
Bernard Mayer

74 Negotiating with the Unknown 657
Maria Volpe, Jack J. Cambria, Hugh McGowan & Christopher Honeyman

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