Chapter 1. The Nature of Negotiation
Chapter 2. Strategy and Tactics of Distributive Bargaining
Chapter 3. Strategy and Tactics of Integrative Negotiation
Chapter 4. Negotiation: Strategy and Planning
Chapter 5. Ethics in Negotiation
Chapter 6. Perception, Cognition, and Emotion
Chapter 7. Communication
Chapter 8. Finding and Using Negotiation Power
Chapter 9. Influence
Chapter 10. Relationships in Negotiation
Chapter 11. Agents, Constituencies, and Audiences
Chapter 12. Coalitions
Chapter 13. Multiple Parties and Groups in Negotiations
Chapter 14. Individual Differences I: Gender and Negotiation
Chapter 15. Individual Differences II: Personality and Abilities
Chapter 16. International and Cross-Cultural Negotiation
Chapter 17. Managing Negotiation Impasses
Chapter 18. Managing Difficult Negotiations
Chapter 19. Third-Party Approaches to Managing Difficult Negotiations
Chapter 20. Best Practices in Negotiations
Bibliography

*La edición digital no incluye códigos de acceso a material adicional o programas mencionados en el libro.