Section 1. Negotiation fundamentals 1.1 Three approaches to resolving disputes: interests, rights, and power - William L. Ury, Jeanne M. Brett, and Stephen B. Goldberg 1.2 Selecting a strategy - Roy J. Lewicki, Alex Hiam, and Karen W. Olander 1.3 Making strategic moves - Deborah M. Kolb and Judith Williams 1.4 Six habits of merely effective negotiators - James K. Sebenius 1.5 Successful negotiating - Julia Tipler 1.6 The negotiation checklist - Tony Simons and Thomas M. Tripp 1.7 Negotiation techniques: How to Keep Br'er Rabbit out of the Brier Patch - Charles B. Craver 1.8 Secrets of power negotiating - Roger Dawson 1.9 Defusing the exploding offer: The farpoint gambit - Robert J. Robinson 1.10 Implementing a collaborative strategy - Roy J. Lewichi, Alex Hiam, and Karen W. Olander 1.11 Interest-based negotiation: An engine-driving change - John R. Stepp, Kevin M. Sweeney, and Robert L. Johnson 1.12 Negotiating lessons from the browser wars - James K. Sebenius Section 2. Negotiation subprocesses 2.1 Negotiating rationally: The power and impact of the negotiator's frame - Margaret A. Nelae and Max H. Bazerman 2.2 Psychological traps - Jeffrey Z. Rubin 2.3 The behavior of successful negotiators - Neil Rackham 2.4 Staying with no - Holly Weeks 2.5 Where does power come from? - Jeffrey Pfeffer 2.6 Harnessing the science of persuasion - Robert B. Cialdini 2.7 Breakthrough bargaining - Deborah M. Kolb and Judith Williams 2.8 Ethics in negotiation: Oil and water or good lubrication? - H. Joseph Reitz, James A. Wall Jr. and Mary Sue Love 2.9 Three schools of bargaining ethics - G. Richard Shell 2.10 Deception and mutual gains bargaining: Are they mutually exclusive? - Raymond A. Friedman and Debra L. Shapiro Section 3. Negotiation Contexts 3.1 Can we negotiate and still be friends? - Terri Kutzberg and Victoria Husted Medvec 3.2 Staying in the game or changing it: An analysis of moves and turns in negotiation - Deborah M. Kolb 3.3 The high cost of low trust - Keith G. Allred 3.4 When should we use agents? Direct versus representative negotiation - Jeffrey Z. Rubin and Frank E. A. Sander 3.5 When a contract isn't enough: How to be sure your agent gets you the best deal - James K. Sebenius 3.6 The closer - Erin Strout 3.7 The new boss - Matt Bai 3.8 Get things done through coalitions - Margo Vanover 3.9 When interests collide: Managing many parties at the table - Susan Hackley 3.10 Negotiating teams: A levels of analysis approach - Susan Brodt and Leigh Thompson Section 4. Individual differences 4.1 The power of talk: Who gets heard and why - Deborah Tannen 4.2 Women don't ask - Linda babcock and Sara Laschever 4.3 Should you be a negotiator? Ray Friedman and Bruce Barry Section 5. Negotiation across cultures 5.1 Negotiation and culture: A framework - Jeanne M. Brett 5.2 Intercultural negotiation in international business - Jeswald W. Salacuse 5.3 Tales of the bazaar: Interest-based negotiation across cultures - Jeffrey M. Senger 5.4 American strengths and weaknesses - Tommy T. B. Koh Section 6. Resolving differences 6.1 Doing things collaboratively: Realizing the advantage or succumbing to inertia? - Chris Huxham and Siv Vangen 6.2 Taking steps toward "getting to yes" at blue cross and blue shield of Florida - Bridget Booth and Matt McCredie 6.3 Taking the stress out of stressful conversations - Holly Weeks 6.4 Renegotiating existing agreements: How to deal with "life struggling against form" - Jeswald W. Salacuse 6.5 Negotiating with problem people - Len Leritz 6.6 When and how to use third-party help - Roy J. Lewicki, Alexander Hiam, and Karen Wise Olander 6.7 The manager as the third party: Deciding how to intervene in employee disputes - A. R. Elangovan Section 7. Summary 7.1 Best practices in negotiation - Roy J. Lewicki, David M. Saunders, and Bruce Barry