5. Business List

If you negotiate or mediate primarily in business and commercial settings, we suggest you look at these chapters first:

1 Introduction: A "Canon of Negotiation" Begins to Emerge 1
Christopher Honeyman & Andrea Kupfer Schneider

3 Protean Negotiation 17
Peter S. Adler

4 The Road to Hell is Paved with Metaphors 29
Howard Gadlin, Andrea Kupfer Schneider & Christopher Honeyman

10 The Poverty of Buyer and Seller 81
Kevin Avruch

14 Avoiding Negotiating: Strategy and Practice 113
Lisa Blomgren Bingham

15 Nonevents and Avoiding Reality 121
Susan K. Morash

16 Negotiating Access 133
Alexander Hawkins, Chris Stern Hyman & Christopher Honeyman

20 Ethics and Morality in Negotiation 175
Kevin Gibson

21 The Law of Bargaining 183
Russell Korobkin, Michael L. Moffitt & Nancy A. Welsh

22 Trust and Distrust 191
Roy J. Lewicki

23 Reputations in Negotiation 203
Catherine H. Tinsley, Jack J. Cambria & Andrea Kupfer Schneider

28 On Bargaining Power 251
Russell Korobkin

31 Aspirations 271
Andrea Kupfer Schneider

40 Heuristics and Biases at the Bargaining Table 351
Russell Korobkin & Chris Guthrie

45 Risks of E-Mail 395
Anita D. Bhappu & Zoe I. Barsness

46 Strategic Moves and Turns 401
Deborah M. Kolb

47 Creativity and Problem-Solving 407
Jennifer Gerarda Brown

52 Contingent Agreements 455
Michael L. Moffitt

53 Using Ambiguity 461
Christopher Honeyman

54 Crossing the Last Gap 467
John H. Wade

56 A Lasting Agreement 485
John H. Wade & Christopher Honeyman

58 Agents and Informed Consent 505
Jacqueline Nolan-Haley

60 Dueling Experts 523
John H. Wade

61 The Interpreter As Intervener 535
Sanda Kaufman

62 Negotiating in Teams 547
David F. Sally & Kathleen M. O’Connor

67 Understanding Mediators 581
Christopher Honeyman

69 Allies in Negotiation 603
Bernard Mayer

75 Hostage Negotiation Opens Up 667
Paul J. Taylor & William Donohue

79 Ulysses and Business Negotiation 711
Daniel Rose