Introduction / Andrea Kupfer Schneider and Chris Honeyman -- Learning from your negotiations / Scott R. Peppet and Michael L. Moffitt -- Fashioning an effective negotiation style : choosing between good practices, tactics, and tricks (GTT framework) / Hal Abramson -- Techniques of distributive negotiation / Charles B. Craver -- Reflecting on negotiating while black / Michael Z. Green -- Gender gaps in negotiation : implications for individuals and organizations / Julia B. Bear and Linda Babcock -- Negotiating with social intuition / Andrea Kupfer Schneider and Noam Ebner -- Whole-brain negotiation / Alexandra Crampton -- Measuring success / Andrea Kupfer Schneider -- Courting compliance / Chris Guthrie -- Psychology and persuasion in your negotiation / Donna Shestowsky -- Your story and mind / Sheila Heen and Douglas Stone -- Modern consultative sales theory / Ava J. Abramowitz -- It's more than what you think : moves and turns in negotiation / Jessica Porter and Deborah Kolb -- Hold the phone : choosing modes of communication / Andrea Kupfer Schneider and Sean McCarthy -- Email negotiations / Noam Ebner -- Online negotiation / Orna Rabinovich, Ethan Katsh, and Colin Rule -- Negotiating attention with the digital generation / Lauren A. Newell -- How to listen for persuasion / Brian A. Pappas -- Changing the other party's attitude with high quality listening / Guy Itzchakov and Avraham N. Kluger -- Negotiating without words / Jeff Thompson, Noam Ebner, and Jeff Giddings -- Trust and trust repair / Roy J. Lewicki -- When there's no trust / Moty Cristal -- Reputation matters / Andrea Kupfer Schneider, Catherine H. Tinsley, and Jack Cambria -- Negotiation ethics / Art Hinshaw -- Distributive and procedural fairness perceptions in negotiation / Nancy A. Welsh -- When it's wise to apologize / Jennifer Gerarda Brown and Jennifer K. Robbennolt -- How to support forgiveness in the negotiation process / Loren Toussaint and Ellen Waldman -- Mental health in negotiations : challenges at the table / Elizabeth L. Jeglic and Alexander A. Jeglic -- Negotiation styles inspired by Chinese wisdom / Eko Y. Liao and Cheryl Q. Zhang -- Forewarned is forearmed : Sino-Western negotiation pitfalls and tactics / Bee Chen Goh -- Insights for lawyers from international negotiation / Sanda Kaufman and Eric Blanchot -- Timing, process, and stages / I. William Zartman -- Negotiating against a script / Robert Dingwall and Carrie Menkel-Meadow -- Negotiating in the shadow of adhesive arbitration / Jill I. Gross -- How to negotiate with constraints : lessons from plea bargaining / Cynthia Alkon -- Negotiating with the unknown : more common than not? / Maria R. Volpe, Jack Cambria, Hugh McGowan, and Chris Honeyman -- What lawyers can learn from hostage negotiators / William Donohue -- Dealing with amygdala hijack : lessons from the martial arts / Joel Lee and James Shanahan -- The psychology of ethics in negotiation / Jennifer K. Robbennolt and Jean R. Sternlight -- Lawyers, clients, and informed consent / Jacqueline Nolan-Haley -- Limited authority to settle / John Wade -- What lawyers should know about the friendly interpreter / Sanda Kaufman -- Organizational factors in negotiation / Adrian Borbély and Andrea Caputo -- Negotiating justice and accountability in dispute system design / Lisa Blombren Amsler -- Using mediation for advantage / Lela Love and Joseph Stulberg -- The mediator and you / Chris Honeyman -- The lawyer as ally and coach / Bernard Mayer -- The discreet charm of ambiguity / Chris Honeyman -- Being both a doberman and a diplomat : how to reopen deadlocked negotiations / John Wade -- Thinking of activism as ADR / Jennifer W. Reynolds -- Creating an enduring agreement / John H. Wade and Chris Honeyman -- Pre-dispute and pre-escalation techniques to improve new business relationships / James Groton, Chris Honeyman, and Andrea Kupfer Schneider.
This resource is supported by the Institute of Museum and Library Services under the provisions of the Library Services and Technology Act as administered by State Library of Iowa.