The Compromise Trap

Index

acclimatization, 78

activities. See individual/small-group activities

Adams, Guy, 64–65, 77

adding value, 44–45

agentic shift, 52

Alexander Grant & Company, 62

areas of compromise. See compromise areas

art of appreciation, 218–219

Asch, Solomon, 78

awareness, 2–4, 76, 78–79, 135, 240–241

See also see the larger field

Badaracco, Joseph, 172, 204

Balfour, Danny, 64–65, 77

Barnes, Roger, 200

BATNA (best alternative to a negotiated agreement), 67

Bazerman, Max, 76

becoming bigger, 99–103, 113, 129, 130

being real

action connected to commitments, 250–251, 256

living with integrity, 248–249

misconceptions about compromise and, 75–79

in redefining the game, 253–254, 256–257

reflection questions on, 257

seeing the larger field, 252–254, 256–257 ...