Contents
Preface
Acknowledgments
PART1:INTRODUCTION
1.Toward a Conceptual Approach to Negotiation
PART II:THE STRUCTURE OF NEGOTIATION
2.Estimating the Bargaining Zone
3.Psychological Factors in Evaluating Alternaties
4.Integrative Bargaining
5.Power
6.Fair Division and Related Social Norms
PART III:THE NEGOTIATOR
7.The Negotiactor’s Dilemma
8.Conflict Style
9.Group Membership
PART IV:ADDITIONAL PARTIES
10.The Principal-Agent Pelationship
11.Multiateral Negotiations
12.The Use of Mediation in Negotiation
PART V:THE LAW OF NEGOTIATION
13.Misrepresentation
14.Rules Encouraging Litigation Settlement
15.Limitations on Settiement
Table of Cases
Collected References
Index