The Mind and Heart of the Negotiator, Sixth Edition

D

• Deadlines, 31–32, 290

• Deception. See also Lying

  • detection of, 353–359

  • as ethical issue, 51–52

  • role of motivation and temptation in, 357–359

• Decision accountability, 229

• Decision making. See also Problem solving

  • multiattribute, 329–330

  • rational models of, 328

  • riskless choice and, 329

  • risky choice and, 331–343

  • under uncertainty, 331–332

• Decision weights, 339–343

• Deductive reasoning, 200–202

• Deep-level transfer, 186

• Defection

  • cost of, 294

  • explanation of, 135

  • recovering from, 286–288

  • as unilateral choice, 281–282

• Defectors, 295

• Defensive attributions, 192

• Defensive behavior, 137

• Dell, 47

• Deterrence-based trust, 125–126

• Different place, different time negotiations, 314, 318

• Different time, same place negotiations, 313–314

• Diminishing ...