Section One: The Nature of Negotiation1*1 How to Get Them to Show You the Money by Alan M. Webber1*2 Three Approaches to Resolving Disputes by William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg1*3 Consider Both Relationships and Substance When Negotiating Strategically by Grant T. Savage, John D. Blair, and Ritch L. SorensonSection Two: Prenegotiation Planning2*1 Preparing for Negotiations by Bill Scott2*2 The Negotiation Checklist by Tony Simons and Thomas M. Tripp2*3 The Right Game: Use Game Theory to Shape Strategy by Adam M.Brandenburger and Barry J. NalebuffSection Three: Strategy and Tactics of Distributive Bargaining3*1 Negotiation Techniques by Charles B. Craver3*2 Secrets of Power Negotiating by Roger Dawson3*3 Defusing the Exploding Offer: The Farpoint Gambit by Robert RobinsonSection Four: Strategy and Tactics of Integrative Negotiation4*1 Interest Based Negotiation: An Engine Driving Change by John R. Stepp, Kevin M. Sweeney, and Robert L. Johnson4*2 Step Into My Parlor: A Survey of Strategies and Techniques for Effective Negotiation by Terry Anderson4*3 Some Wise and Mistaken Assumptions about Conflict and Negotiation by Jeffrey Z. RubinSection Five: Communication and Cognitive Biases5*1 Negotiating Rationally: The Power and Impact of the Negotiator's Frame by Margaret A. Neale and Max H. Bazerman5*2 How to Frame a Message by Lyle Sussman5*3 Psychological Traps by Jeffrey Z. Rubin5*4 The Behavior of Successful Negotiators by Neil RackhamSection Six: Finding Negotiation Leverage6*1 Where Does Power Come From? by Jeffrey Pfeffer6*2 How to Become an Influential Manager by Bernard Keys and Thomas Case6*3 Breakthrough Bargaining by Deborah M. Kolb and Judith Williams6*4 The Good Guy's Guide to Office Politics by Michael WarshawSection Seven: Ethics in Negotiation7*1 The Ethics and Profitability of Bluffing in Business by Richard E. Wokutch and Thomas L. Carson7*2 Ethics in Negotiation: Oil and Water or Good Lubrication? by H. Joseph Reitz, James A. Wall, Jr., and Mary Sue Love 7*3 Deception and Mutual Gains Bargaining: Are They Mutually Exclusive? by Raymond A. Friedman and Debra L. ShapiroSection Eight: Social Context8*1 When Should We Use Agents? Direct versus Representative Negotiation by Jeffrey Z. Rubin and Frank E. A. Sander8*2 Negotiating in Long-Term Mutually Interdependent Relationships Among Relative Equals by Blair H. Sheppard8*3 Can We Negotiate and Still Be Friends? by Terri Kurtzburg and Victoria Medvec8*4 Whom Can You Trust? By Thomas A StuartSection Nine: Teams and Group Negotiations9*1 A Core Model of Negotiation by Thomas Colosi9*2 Reengineering Negotiations by Susan Doctoroff9*3 Get Things Done Through Coalitions by Margo VanoverSection Ten: Individual Differences10*1 The Power of Talk by Deborah Tannen10*2 Are you Smart Enough to Keep Your Job? by Alan Farnham 10*3 Should You Be a Negotiator? by Ray Friedman and Bruce BarrySection Eleven: Global Negotiations11*1 International Negotiations: An Entirely Different Animal by Drew Martin, Jackie Mayfield, Milton Mayfield, and Paul Herbig11*2 Intercultural Negotiation in International Business by Jeswald W. Salacuse11*3 American Strengths and Weaknesses by Tommy T. B. Koh11*4 Negotiating with Romans, Parts I by Stephen E. Weiss11*5 Negotiating with Romans, Parts II by Stephen E. WeissSection Twelve: Managing Difficult Negotiation Situations: Individual Approaches12*1 Negotiating with Problem People by Len Leritz12*2 Open Mouth-Close Career by Michael Warshaw12*3 Negotiating with a Customer You Can't Afford to Lose by Thomas C. KeiserSection Thirteen: Managing Difficult Negotiation Situations: Third-Party Approaches13*1 When and How to Use Third-Party Help by Roy J. Lewicki, Alexander Hiam, and Karen Wise Olander13*2 Mediator Attitudes Toward Outcomes: A Philosophical View by Kevin Gibson13*3 The Manager as the third Party: Deciding How to Intervene in Employee Disputes by A.R. ElangovanSection Fourteen: Applications of Negotiation14*1 Bargaining Under the Influence: The Role of Alcohol in Negotiations by Maurice Schweitzer and Jeffrey L. Kerr14*2 She Stands on Common Ground by Jill Rosenfeld14*3 The Ultimate Guide to Internet Deals by Scott KirsnerExercises1. The Disarmament Exercise2. Pemberton's Dilemma3. The Commons Dilemma4. The Used Car5. Knight Engine/Excalibur Engine Parts6. Gtechnica -- AccellMedia7. Universal Computer Company I8. Universal Computer Company II9. Twin Lakes Mining Company10. Salary Negotiations11. Job Offer Negotiation: Joe Tech and Robust Routers12. The Employee Exit Interview13. Newtown School Dispute14. Bestbooks/Paige Turner15. Elmwood Hospital Dispute16. The Power Game17. Coalition Bargaining18. Jordan Electronics Company19. Third-Party Conflict Resolution20. The Connecticut Valley School21. Alpha-Beta22. The New House Negotiation23. Eurotechnologies, Inc.24. The Pakastani Prunes25. Planning for Negotiations26. Sanibel Island27. The Playground Negotiation28. Collecting Nos29. 500 English Sentences30. Sick Leave31. Town of TamarackCases1. Capital Mortgage Insurance Corporation (A)2. Pacific Oil Company (A)3. The Ken Griffey, Jr. Negotiation4. Collective Bargaining at Magic Carpet Airlines: A Union Perspective (A)5. Vanessa Abrams (A)6. 500 English Sentences7. Sick LeaveQuestionnaires1. The Personal Bargaining Inventory2. The SINS II Scale3. The Influence Tactics Inventory4. The Trust Scale5. Communication Competence
