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Title The negotiator's desk reference. Volume 1 / Christopher Honeyman, Andrea Kupfer Schneider, Editors.

Published Saint Paul, Minnesota : DRI Press, [2017]


Location Call No. Status
Physical description xxxvii, 724 pages : illustrations ; 23 cm
Notes "Accessible and comprehensive for practitioners, teachers, students" -- Cover.
Bibliography Includes bibliographical references and index.
Contents Volume One -- Introduction / Chris Honeyman and Andrea Kupfer Schneider -- Learning how to learn to negotiate / Scott Peppet and Michael Moffitt -- Integrative and distributive bargaining / Rishi Batra -- Style and culture in negotiation / Eko Yi Liao -- Fashioning an effective negotiation style: choosing among good practices, tactics, and tricks / Hal Abramson -- Distributive negotiation techniques / Charles Craver -- The impact of the negotiator's mindset, in three dimensions / Adrian Borbely and Julien Ohana -- The protean negotiator / Peter Adler -- The social brain / Alexandra Crampton -- Social intuition / Andrea Kupfer Schneider and Noam Ebner -- Creativity and flexibility in the brain / Charlotte Jendresen -- Caring for people on the edge: emergency medicine, negotiation and the science of compassion / James O'Shea -- Internal conflict and its consequences / Morton Deutsch -- Mental health challenges at the table / Elizabeth Jeglic and Alexander Jeglic -- Trust and distrust / Roy Lewicki -- Repairing trust / Roy Lewicki -- Negotiating in a low-to-no trust environment / Moty Cristal -- Reputation in negotiation / Catherine Tinsley, Jack J. Cambria and Adrea Kupfer Schneider -- Apology in negotiation / Jennifer Gerarda Brown and Jennifer K. Robbennolt -- Forgiveness and reconciliation: processes and outcomes / Loren Toussaint and Ellen Waldman -- Building relationships as negotiation strategy / Rebecca Hollander-Blumoff -- Giving future generations a voice in the 21st century / Kimberly Wade-Benzoni -- Productive ambition / Andrea Kupfer Schneider -- Getting your way / Chris Guthrie -- The psychology of negotiation: using persuasion to negotiate more effectively / Donna Shestowsky -- Perceptions and stories / Sheila Heen and Douglas Stone -- Power at play in negotiation: moves and turns / Deborah Kolb and Jessica Porter -- Decisionmaking under uncertainty / Jeffrey Senger -- Listening to transcend competition and cooperation / Brian Pappas -- Listening with understanding in negotiation and conflict resolution / Guy Itzchakov and Avraham N. Kluger -- What negotiators can learn from modern sales theory / Ava J. Abramowitz -- Facing off across the table: negotiators' facial features affect the agreements they reach / Kathleen O'Connor and Margaret Ormiston -- Non-verbal communication in negotiation / Jeff Thompson, Noam Ebner and Jeff Giddings -- Moral character and trustworthiness in negotiations / Taya Cohen -- Negotiation ethics / Art Hinshaw -- The ethical bedrock under the negotiation landscape / Kevin Gibson -- Drawing on psychology to negotiate ethically / Jennifer Robbennolt and Jean Sternlight -- Perceptions of fairness in negotiation / Nancy Welsh -- Achieving process and outcome justice in negotiation / Lynn Wagner and Daniel Druckman -- Ethical dilemmas in technology-based negotiation / Colin Rule -- Negotiating while black / Michael Z. Green -- Typical errors in Chinese-western negotiation / Bee Chen Goh -- Gender differences in negotiation / Julia Bear and Linda Babcock -- Codes of culture in negotiation / Gale Miller -- Theory meets reality: negotiation and mediation in Mali / Sanda Kaufman and Eric Blanchot -- Process and stages / I. William Zartman -- Timing and ripeness / I. William Zartman -- Dispute domains: negotiation in its social context / Gale Miller and Robert Dingwall -- Plea bargaining: an example of negotiating with constraints / Cynthia Alkon -- Negotiating in the shadow of adhesive arbitration / Jill Gross -- Scripts: what to do when big bad companies won't negotiate / Carrie Menkel-Meadow and Robert Dingwall.
Other author Honeyman, Christopher, editor.
Schneider, Andrea Kupfer, editor.
Subject Dispute resolution (Law) -- United States.
Negotiation -- United States.
Variant Title NDR
ISBN 9780982794616

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