The Mind and Heart of the Negotiator, Sixth Edition

E

• eBay, 30

• Economic Community of West African states (ECOWAS), 364

• Economic issues, 4

• Effectiveness, 67

• Egalitarianism, 258

• Egalitarianism-hierarchy

  • explanation of, 247, 248, 258–261

  • face concerns and, 260–261

  • negotiation communication and, 261

  • relationship network and, 260

  • representative choice and, 260

• Egocentric bias, 64, 231, 357

• Egocentrism

  • development of, 66–67

  • explanation of, 6

  • fairness issues and, 62–66

• 80-20 rule, 12

• Embedded relationships

  • business dealings and, 146–147

  • explanation of, 141, 146

  • pitfalls in, 147

• Emblems, 349

• Emotional conflict. See Personal conflict

• Emotional intelligence (EQ)

  • explanation of, 118–119

  • negotiated outcomes and, 118–119

• Emotional style questionnaire, 114

• Emotional styles, 113

• Emotions

  • at bargaining ...