"Free instructor's copy ... not for sale"--Page 4 of cover.

1. Introduction -- Managing conflict / Leonard Greenhalgh -- The nature of conflict / Jay Floberg and Alison Taylor -- How to be a better negotiator / Jeremy Main -- Ten guidelines for effective negotiating / Joseph F. Byrnes -- 2. Interdependence -- Strategic choice / Dean Pruitt and Jeffrey Rubin -- Consider both relationshipd and substance when negotiating strategically / Grant T. Savage, John D. Blair, and Ritch L. Sorenson -- The problem of cooperation / Robert Axelrod -- 3. Distributive bargaining : strategy and tactics -- Winning at the sport of negotiation / Kathy Aronson -- Negotiation techniques / Charles B. Craver -- How to negotiate practically anything -- 4. Integrative bargaining -- Collaboration : the constructive management of differences / Barbara Gray -- Resolving conflict through "win-win" negotiating / Philip I. Morgan -- Interests : the measure of negotiation / David A. Lax and James K. Sebenius -- Creative negotiating / Gordon Shea -- 5. Strategy, planning, and preparation -- How to plan the strategies / Robert Kuhn -- Prenegotiation planning for the business pro / Phillip Sperber -- Preparing for negotiations / Bill Scott -- The no-fault formula : five easy steps / Len Leritz -- 6. Negotiation breakdowns : causes and cures -- Why negotiations go wrong / Max H. Bazerman -- Psychological traps / Jeffrey Z. Rubin -- Games negotiators play / Frank L. Acuff and Maurice Villere -- Taking the bull out of the bully / Len Leritz -- 7. Communication -- Bargaining and communication / Fred Charles Ikle -- Meta-talk : the art of deciphering everyday conversation / Gerald I. Nierenberg and Henry H. Calero -- Communication freezers / Mary Tramel and Helen Reynolds -- Ten commandments of good communication -- 8. Persuasion -- The tactics and ethics of persuasion / Phillip G. Zimbardo -- A new paradigm of in the psychology of persuasion / Icek Ajzen -- How to increase your influence / David E. Berlew -- The effects of anger on negotiations over mergers and acquisitions / Joseph P. Daly -- 9. The social context of negotiation -- A core model of negotiation / Thomas Colosi -- When should we use agents? Direct versus representative negotiation / Jeffrey Z. Rubin and Frank E.A. Sander -- Saving face / Bert R. Brown -- Negotiating with an angry public : advice to corporate leaders / David Kuechle -- Getting things done through coalitions / Margaret Vanover -- 10. Power -- The nature of power / Kenneth Boulding -- Influence without authority : the use of alliances, reciprocity, and exchange to accomplish work / Allan R. Cohen and David L. Bradford -- How to become an influential manager / Bernard Keys and Thomas Case -- Networking -- 11. Individual differences -- The behavior of successful negotiators / Neil Rackham -- Six basic interpersonal skills for a negotiator's repertoire / Roger Fisher and Wayne H. Davis -- Our game, your rules : developing effective negotiation approaches / Leonard Greenhalgh and Roderick Christie -- The Machiavellis among us / Richard Christie -- 12. Conflict resolution and third-party interventions / Conflict resolution and conflict management / Jay Folberg and Alison Taylor -- How mediation works / Christopher Moore -- The role of mediator / Thomas Colosi -- When negotiations fail : causes of breakdown and tactics for breaking the stalemate / Bryan M. Downie -- 13. Ethics -- Three ethical issues in negotiation / David A. Lax and James K. Sebenius -- The ethics and profitability of bluffing in business / Richard E. Wokutch and Thomas L. Carson -- When is it legal to lie in negotiations? / G. Richard Shell -- Ah, sweet vengeance! / Harry Stein -- 14. International negotiations -- Making deals in strange places : a beginner's guide to international business negotiations / Jeswald W. Salacuse -- Rethinking the culture-negotiation link / Robert J. Janosik -- The Japanese negotiation style / John Graham and Yoshiro Sano -- John Wayne goes to Brussels / Samfrits Le Poole -- Exercise -- Exercises -- Cases -- Questionnaires -- Appendixes.