Acknowledgments xiPart I Working with Individuals 1Section I Introduction 31 Introduction 5Andrea Kupfer Schneider andChris Honeyman2 Learning from Your Negotiations 15Scott R. Peppet and Michael L. MoffittSection II All About You 213 Fashioning an Effective NegotiationStyle: Choosing between Good Practices,Tactics, and Tricks (GTT Framework) 23Hal Abramson4 Techniques of Distributive Negotiation 29Charles B. Craver5 Reflecting on Negotiating While Black 35Michael Z. Green6 Gender Gaps in Negotiation: Implicationsfor Individuals and Organizations 41Julia B. Bear and Linda Babcock7 Negotiating with Social Intuition 47Andrea Kupfer Schneider and Noam Ebner8 Whole-Brain Negotiation 53Alexandra CramptonSection III Making Your Case 599 Measuring Success 61Andrea Kupfer Schneider10 Courting Compliance 67Chris Guthrie11 Psychology and Persuasionin Your Negotiation 73Donna Shestowsky12 Your Story and Mine 79Sheila Heen and Douglas Stone13 Modern Consultative Sales Theory 85Ava J. Abramowitz14 I t''s More Than What You Think:Moves and Turns in Negotiation 91Jessica Porter and Deborah KolbSection IV Strategies of Communication 9715 Hold the Phone: Choosing Modesof Communication 99Andrea Kupfer Schneider andSean McCarthy16 Email Negotiations 105Noam Ebner17 Online Negotiation 111Orna Rabinovich, Ethan Katsh, andColin Rule18 Negotiating Attention with theDigital Generation 117Lauren A. Newell19 How to Listen for Persuasion 123Brian A.
Pappas20 Changing the Other Party''s Attitudewith High Quality Listening 129Guy Itzchakov and Avraham N. Kluger21 Negotiating without Words 135Jeff Thompson, Noam Ebner, andJeff GiddingsSection V Working with Them 14122 Trust and Trust Repair 143Roy J. Lewicki23 When There''s No Trust 149Moty Cristal24 Reputation Matters 155Andrea Kupfer Schneider,Catherine H. Tinsley, and Jack Cambria25 Negotiation Ethics 161Art Hinshaw26 Distributive and Procedural FairnessPerceptions in Negotiation 167Nancy A. Welsh27 When It''s Wise to Apologize 173Jennifer Gerarda Brown andJennifer K. Robbennolt28 How to Support Forgiveness inthe Negotiation Process 179Loren Toussaint and Ellen WaldmanPart II Complications, Groups, and Firms 185Section VI Complexity and Culture 18729 Mental Health in Negotiations:Challenges at the Table 189Elizabeth L. Jeglic and Alexander A. Jeglic30 Negotiation Styles Inspiredby Chinese Wisdom 193Eko Y.
Liao and Cheryl Q. Zhang31 Forewarned Is Forearmed: Sino-WesternNegotiation Pitfalls and Tactics 199Bee Chen Goh32 Insights for Lawyers from InternationalNegotiation 205Sanda Kaufman and Eric Blanchot33 Timing, Process, and Stages 211I. William ZartmanSection VII Context and Other Constraints 21734 Negotiating against a Script 219Robert Dingwall andCarrie Menkel-Meadow35 Negotiating in the Shadowof Adhesive Arbitration 225Jill I. Gross36 How to Negotiate with Constraints:Lessons from Plea Bargaining 231Cynthia Alkon37 Negotiating with the Unknown:More Common than Not? 237Maria R. Volpe, Jack Cambria,Hugh McGowan, and Chris Honeyman38 What Lawyers Can Learnfrom Hostage Negotiators 243William Donohue39 Dealing with Amygdala Hijack:Lessons from the Martial Arts 249Joel Lee and James ShanahanSection VIII Working with Your Client 25540 The Psychology of Ethics in Negotiation 257Jennifer K. Robbennolt andJean R. Sternlight41 Lawyers, Clients, andInformed Consent 263Jacqueline Nolan-Haley42 Limited Authority to Settle 269John Wade43 What Lawyers Should Know aboutthe Friendly Interpreter 275Sanda KaufmanSection IX Groups and Third Parties 28144 Organizational Factors in Negotiation 283Adrian Borbély and Andrea Caputo45 Negotiating Justice and Accountabilityin Dispute System Design 289Lisa Blomgren Amsler46 Using Mediation for Advantage 295Lela Love and Joseph Stulberg47 The Mediator and You 301Chris Honeyman48 The Lawyer as Ally and Coach 307Bernard MayerSection X Getting It Done 31349 The Discreet Charm of Ambiguity 315Chris Honeyman50 Being Both a Doberman and a Diplomat:How to Reopen Deadlocked Negotiations 321John Wade51 Thinking of Activism as ADR 329Jennifer W. Reynolds52 Creating an Enduring Agreement 335John H.
Wade and Chris Honeyman53 Pre-Dispute and Pre-EscalationTechniques to Improve New BusinessRelationships 341James Groton, Chris Honeyman, andAndrea Kupfer Schneider.