HBR's 10 Must Reads on Negotiation (with bonus article "15 Rules for Negotiating a Job Offer" by Deepak Malhotra)

Index

Accenture, 18

adaptation, 113

advice, 37

affective trust, 80–81

AIG, 116–119, 122, 123

Air India, 101, 105, 107

alignment, 128–129, 137–139

allies, in shadow negotiation, 52–54

Allred, Keith, 40

alternatives, yours vs. theirs, 31. See also BATNAs

Alvarez, Pedro, 78

American Arbitration Association, 122

American Seafoods, 153, 154–155

Andersen Consulting, 18. See also Accenture

anger, 33–34, 39–42

anxiety, 35, 36–39

crisis negotiation and, 88–89

AOL Time Warner, 129, 132

appreciative moves, 48, 53, 57–61

keeping the dialogue going, 59–60

soliciting new perspectives, 60–61

arbitration, 115–123

Art and Science of Negotiation (Raiffa), 7

Arthur Andersen, 18

The Art of War (Sun Tzu), 32

AT&T, 125–126, 134

Attica State Prison riot, 87–88

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