Negotiating Rationally

Contents

Preface
Acknowledgments
1 Introduction to Rational Thinking in Negotiation

PART ONE
Common Mistakes in Negotiation

2 The Irrational Escalation of Commitment
3 The Mythical Fixed-Pie
4 Anchoring and Adjustment
5 Framing Negotiations
6 Availability of Information
7 The Winner's Curse
8 Overconfidence and Negotiator Behavior

PART TWO
A Rational Framework for Negotiation

9 Thinking Rationally about Negotiation
10 Negotiations in a Joint Venture: A Case Example
11 Rational Strategies for Creating Integrative Agreements

PART THREE
Simplifying Complex Negotiations

12 Are You an Expert?
13 Fairness, Emotion, and Rationality in Negotiation
14 Negotiating in Groups and Organizations
15 Negotiating Through Third Parties
16 Competitive Bidding: The Winner's Curse Revisited
17 Negotiating Through Action
18 Conclusion: Negotiating Rationally in an Irrational World

Notes
Index

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