Negotiation Analysis: An Introduction 1
Rethinking Preparation in Negotiation 17
Dealmaking Essentials 35
Two Psychological Traps in Negotiation 55
How to Frame a Message: The Art of Persuasion and Negotiation 65
Errors in Social Judgment: Implications for Negotiation 73
Breakthrough Bargaining 83
Building Coalitions 95
Six Habits of Merely Effective Negotiators 105
Dynamic Negotiation: Seven Propositions 117
For Further Reading 137