Part 1: Negotiation Fundamentals

• 1. The Nature of Negotiation  
• 2. Strategy and Tactics of Distributive Bargaining  
• 3. Strategy and Tactics of Integrative Negotiation  
• 4. Negotiation: Strategy and Planning  

Part 2: Negotiation Subprocesses

• 5. Perception, Cognition, and Emotion  
• 6. Communication  
• 7. Finding and Using Negotiation Power  
• 8. Influence 
• 9. Ethics in Negotiation 

Part 3: Negotiation Contexts

• 10. Relationships in Negotiation 
• 11. Agents, Constituencies, Audiences
• 12. Coalitions
• 13. Multiple Parties and Teams 

Part 4: Individual Differences

• 14. Individual Differences I: Gender and Negotiation
• 15. Individual Differences II: Personality and Abilities

Part 5: Negotiation across Cultures

• 16. International and Cross-Cultural Negotiation

Part 6: Resolving Differences

• 17. Managing Negotiation Impasses
• 18. Managing Negotiation Mismatches
• 19. Third Party Approaches to Managing Difficult Negotiations

Part 7: Summary

• 20. Best Practices in Negotiations

Bibliography

Name Index

Subject Index