3. Employment and Intra-Organizational List

If you work primarily in employment or other group settings inside organizations, you may find these chapters particularly relevant: (also see Interpersonal and Business)

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

2 The Unstated Models in Our Minds 7
Jayne Seminare Docherty

6 When the Play’s in the Wrong Theater 47
Gale Miller & Robert Dingwall

12 Process and Stages 95
I. William Zartman

14 Avoiding Negotiating: Strategy and Practice 113
Lisa Blomgren Bingham

19 Perceptions of Fairness 165
Nancy A. Welsh

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

41 Psychology and Persuasion 361
Donna Shestowsky

44 Communication and Interaction Patterns 385
Linda L. Putnam

52 Contingent Agreements 455
Michael L. Moffitt

53 Using Ambiguity 461
Christopher Honeyman

54 Crossing the Last Gap 467
John H. Wade

55 Bargaining in the Shadow of the Tribe 475
John H. Wade

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

57 Consequences of Principal and Agent 497
Jayne Seminare Docherty & Marcia Caton Campbell

58 Agents and Informed Consent 505
Jacqueline Nolan-Haley

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

63 Intra-Team Miscommunication 555
David Matz

64 Internal Conflicts of the Team 561
Howard S. Bellman

66 The Uses of Mediation 573
Lela P. Love & Joseph B. Stulberg

67 Understanding Mediators 581
Christopher Honeyman

69 Allies in Negotiation 603
Bernard Mayer

79 Ulysses and Business Negotiation 711
Daniel Rose