PART 1: NEGOTIATION FUNDAMENTALS1. The Nature of Negotiation2. Strategy and tactics of Distributive Bargaining3. Strategy and tactics of Integrative Negotiation4. Negotiation: Strategy and Planning5. Ethics in NegotiationPART 2: NEGOTIATION AND SUB PROCESSES 6. Perception, Cognition, and Emotion7. Communication8. Finding and Using Negotiation Power9. InfluencePART 3: NEGOTIATION CONTEXTS10. Relationships in Negotiation11. Agents, Constituencies, Audiences12. Coalitions13. Multiple Parties, Groups, and Teams in NegotiationPART 4: INDIVIDUAL DIFFERENCES 14. Individual Differences I: Gender and Negotiation15. Individual Differences II: Personality and AbilitiesPART 5: NEGOTIATION AND CULTURES 16. International and Cross-Cultural Negotiation
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