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Negotiation by Harvard Business School Press

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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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