P

  • Package deals, 81

  • Panorama Software, 26

  • Paralinguistic cues, 349

  • Paranoia, 322

  • Paraphrasing, 107

  • Pareto-efficient frontier, 344–345

  • Pareto-optimal frontier, 344–345

  • Particularism, 123

  • Parties

    • BATNA and, 26

    • explanation of, 26

    • interests and positions of, 26

    • monolithic, 26

  • Partnership model, 179

  • Passive misrepresentation, 162

  • Pepsi, 286

  • Perceived power, 150

  • Peripheral route persuasion tactics

  • Perseverance effect, 191

  • Personal conflict, 129

  • Personal escalation dilemmas, 304

  • Personal power, 152

  • Person in a room decision, 175, 204

  • Perspective taking, 75–76

  • Physical presence, 132

  • Pie slicer profiles, 64

  • Pie slicing. See Distributive negotiations

  • Pie Slicing and Satisfaction 67–68

  • Pigpen problem, 178, 207

  • Pivotal power, 221

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