The Negotiator’s Fieldbook

Alternate Table of Contents

1. A Primer

If you’ve been negotiating your whole life but have never actually taken a course in negotiation, you may want to start here:

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

7 A Three-Dimensional Analysis of Negotiation 55
Robert Ricigliano

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

18 The Ethics of Compromise 155
Carrie Menkel-Meadow

19 Perceptions of Fairness 165
Nancy A. Welsh

20 Ethics and Morality in Negotiation 175
Kevin Gibson

22 Trust and Distrust 191
Roy J. Lewicki

26 Internal and External Conflict 231
Morton Deutsch

27 Knowing Yourself: Mindfulness 239
Leonard L. Riskin

28 On Bargaining Power 251
Russell Korobkin

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

31 Aspirations 271
Andrea Kupfer Schneider

34 Typical Errors of Westerners 293
Bee Chen Goh

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

39 Perceptions and Stories 343
Sheila Heen & Douglas Stone

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

44 Communication and Interaction Patterns 385
Linda L. Putnam

46 Strategic Moves and Turns 401
Deborah M. Kolb

47 Creativity and Problem-Solving 407
Jennifer Gerarda Brown

51 Analyzing Risk 445
Jeffrey M. Senger

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

67 Understanding Mediators 581
Christopher Honeyman

70 Learning How to Learn to Negotiate 615
Scott R. Peppet & Michael L. Moffitt

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