Index
Aaron, Marjorie Corman
active listening
agents
conflicts of interest
divided interests issues
independent
information asymmetry issues
non-independent
summary
anchoring
barriers to agreement
communication difficulties
dialogue use
die-hard bargainers
gender and culture differences
informational vacuums
lack of trust
negotiator’s dilemma
spoilers
structural impediments
summary
BATNA (best alternative to a negotiated agreement)
absence of other alternatives and
complications
concessionary moves and
defined
determining your own
identifying the other sides’
improving
preparing for negotiations and
strong versus weak
weakening the other party’s
worksheets
Bazerman, Max
bluffing
Camp, Jim
coalitions
Colbún
collaborative bargaining. See integrative ...
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