The Negotiator’s Fieldbook

Alternate Table of Contents

7. A Starting List for Litigators

If your interest in negotiation is primarily as an alternative to litigating, the chapters listed here may be the best ones to examine first:

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

4 The Road to Hell is Paved with Metaphors 29
Howard Gadlin, Andrea Kupfer Schneider & Christopher Honeyman

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

14 Avoiding Negotiating: Strategy and Practice 113
Lisa Blomgren Bingham

17 Timing and Ripeness 143
I. William Zartman

18 The Ethics of Compromise 155
Carrie Menkel-Meadow

20 Ethics and Morality in Negotiation 175
Kevin Gibson

21 The Law of Bargaining 183
Russell Korobkin, Michael L. Moffitt & Nancy A. Welsh

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

28 On Bargaining Power 251
Russell Korobkin

29 Power, Powerlessness and Process 257
Phyllis E. Bernard

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

31 Aspirations 271
Andrea Kupfer Schneider

32 Miswanting 277
Chris Guthrie & David F. Sally

40 Heuristics and Biases at the Bargaining Table 351
Russell Korobkin & Chris Guthrie

42 Courting Compliance 371
Chris Guthrie

45 Risks of E-Mail 395
Anita D. Bhappu & Zoe I. Barsness

46 Strategic Moves and Turns 401
Deborah M. Kolb

47 Creativity and Problem-Solving 407
Jennifer Gerarda Brown

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

51 Analyzing Risk 445
Jeffrey M. Senger

52 Contingent Agreements 455
Michael L. Moffitt

53 Using Ambiguity 461
Christopher Honeyman

54 Crossing the Last Gap 467
John H. Wade

58 Agents and Informed Consent 505
Jacqueline Nolan-Haley

59 The New Advocacy 513
Julie Macfarlane

60 Dueling Experts 523
John H. Wade

66 The Uses of Mediation 573
Lela P. Love & Joseph B. Stulberg

78 Professionalism and Misguided Negotiating 697
Wayne Brazil

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