Introduction 1
Part Ⅰ The Dynamics of Negotiation 9
1 The Tension between Creating and Distributing Value 11
2 The Tension between Empathy and Assertiveness 44
3 The Tension between Principals and Agents 69
Part Ⅱ Why Lawyers？ 93
4 The Challenges of Dispute Resolution 97
5 The Challenges of Deal-Making 127
6 Psychological and Cultural Barriers 156
Part Ⅲ A Problem-Solving Approach 173
7 Behind the Table 178
8 Across the Table 204
9 Advice for Resolving Disputes 224
10 Advice for Making Deals 249
Part Ⅳ Special Issues 273
11 Professional and Ethical Dilemmas 274
12 Organizations and Multiple Parties 295
Conclusion 315
Notes 325
Index 349