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Tables of Contents for Essentials of Negotiation
Negotiation Fundamentals1. The Nature of Negotiation2. Negotiation Framing: Strategizing and Planning3. Strategy and Tactics of Distributive Negotiation4. Strategy and Tactics of Integrative NegotiationNegotiation Subprocesses5. Communication, Perception, and Cognitive Biases6. Finding and Using Negotiation Leverage7. Ethics in NegotiationNegotiation Contexts8. The Social Context of Negotiation9. Multiparty Negotiations: Groups and Coalitions10. Global NegotiationNegotiation Remedies11. Managing Difficult Negotiations: Individual Approaches12. Managing Difficult Negotiations: Third Party Approaches