Contents
Negotiation: Theory and Strategy
Summary of Contents
| Part I | Introduction |
| Chapter 1 | Towards a Conceptual Approach to Negotiation |
| Part II | The Structure of Negotiation |
| Chapter 2 | Estimating the Bargaining Zone |
| Chapter 3 | Psychological Factors in Evaluating Alternatives |
| Chapter 4 | Integrative Bargaining |
| Chapter 5 | Power |
| Chapter 6 | Fair Division and Related Social Norms |
| Part III | The Negotiator |
| Chapter 7 | Trust and Strategy |
| Chapter 8 | Negotiator Style |
| Chapter 9 | Group Membership: Gender and Culture |
| Part IV | Additional Parties |
| Chapter 10 | The Principal-Agent Relationship |
| Chapter 11 | Multilateral Negotiations |
| Chapter 12 | The Use of Mediation in Negotiation |
| Part V | The Law of Negotiation |
| Chapter 13 | Deceit and Opportunism |
| Chapter 14 | Rules Encouraging Litigation Settlement |
| Chapter 15 | Limitations on Settlement |
| Table of Cases | |
| Index | |
