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Contents

Negotiation Theory and Strategy

SUMMARY OF CONTENTS

Contents 
Preface 
Acknowledgments 

PART I: INTRODUCTION 
      1. Toward a Conceptual Approach to Negotiation

PART II: THE STRUCTURE OF NEGOTIATION 
      2. Estimating the Bargaining Zone 
      3. Persuasion 
      4. Integrative Bargaining 
      5. Power 
      6. Fair Division and Related Social Norms 

PART III: THE NEGOTIATORS AND THEIR RELATIONSHIP 
      7. Trust 
      8. Emotions of Conflict 
      9. Negotiator Style 
    10. Group Membership 

PART IV: ADDITIONAL PARTIES 
    11. The Principal-Agent Relationship 
    12. Multilateral Negotiations 
    13. The Use of Mediation in Negotiation 

PART V: THE LAW OF NEGOTIATION 
    14. Deceit 
    15. Rules Encouraging Litigation Settlement 
    16. Limitations on Settlement 

Table of Cases 
Index