"Accessible and comprehensive for practitioners, teachers, students" -- Cover.

Includes bibliographical references.

Volume One -- Introduction / Chris Honeyman and Andrea Kupfer Schneider -- Learning how to learn to negotiate / Scott Peppet and Michael Moffitt -- Integrative and distributive bargaining / Rishi Batra -- Style and culture in negotiation / Eko Yi Liao -- Fashioning an effective negotiation style: choosing among good practices, tactics, and tricks / Hal Abramson -- Distributive negotiation techniques / Charles Craver -- The impact of the negotiator's mindset, in three dimensions / Adrian Borbely and Julien Ohana -- The protean negotiator / Peter Adler -- The social brain / Alexandra Crampton -- Social intuition / Andrea Kupfer Schneider and Noam Ebner -- Creativity and flexibility in the brain / Charlotte Jendresen -- Caring for people on the edge: emergency medicine, negotiation and the science of compassion / James O'Shea -- Internal conflict and its consequences / Morton Deutsch -- Mental health challenges at the table / Elizabeth Jeglic and Alexander Jeglic -- Trust and distrust / Roy Lewicki -- Repairing trust / Roy Lewicki -- Negotiating in a low-to-no trust environment / Moty Cristal -- Reputation in negotiation / Catherine Tinsley, Jack J. Cambria and Adrea Kupfer Schneider -- Apology in negotiation / Jennifer Gerarda Brown and Jennifer K. Robbennolt -- Forgiveness and reconciliation: processes and outcomes / Loren Toussaint and Ellen Waldman -- Building relationships as negotiation strategy / Rebecca Hollander-Blumoff -- Giving future generations a voice in the 21st century / Kimberly Wade-Benzoni -- Productive ambition / Andrea Kupfer Schneider -- Getting your way / Chris Guthrie -- The psychology of negotiation: using persuasion to negotiate more effectively / Donna Shestowsky -- Perceptions and stories / Sheila Heen and Douglas Stone -- Power at play in negotiation: moves and turns / Deborah Kolb and Jessica Porter -- Decisionmaking under uncertainty / Jeffrey Senger -- Listening to transcend competition and cooperation / Brian Pappas -- Listening with understanding in negotiation and conflict resolution / Guy Itzchakov and Avraham N. Kluger -- What negotiators can learn from modern sales theory / Ava J. Abramowitz -- Facing off across the table: negotiators' facial features affect the agreements they reach / Kathleen O'Connor and Margaret Ormiston -- Non-verbal communication in negotiation / Jeff Thompson, Noam Ebner and Jeff Giddings -- Moral character and trustworthiness in negotiations / Taya Cohen -- Negotiation ethics / Art Hinshaw -- The ethical bedrock under the negotiation landscape / Kevin Gibson -- Drawing on psychology to negotiate ethically / Jennifer Robbennolt and Jean Sternlight -- Perceptions of fairness in negotiation / Nancy Welsh -- Achieving process and outcome justice in negotiation / Lynn Wagner and Daniel Druckman -- Ethical dilemmas in technology-based negotiation / Colin Rule -- Negotiating while black / Michael Z. Green -- Typical errors in Chinese-western negotiation / Bee Chen Goh -- Gender differences in negotiation / Julia Bear and Linda Babcock -- Codes of culture in negotiation / Gale Miller -- Theory meets reality: negotiation and mediation in Mali / Sanda Kaufman and Eric Blanchot -- Process and stages / I. William Zartman -- Timing and ripeness / I. William Zartman -- Dispute domains: negotiation in its social context / Gale Miller and Robert Dingwall -- Plea bargaining: an example of negotiating with constraints / Cynthia Alkon -- Negotiating in the shadow of adhesive arbitration / Jill Gross -- Scripts: what to do when big bad companies won't negotiate / Carrie Menkel-Meadow and Robert Dingwall.

Volume Two -- The road to hell is paved with metaphors / Howard Gadlin, Andrea Kupfer Schneider and Chris Honeyman -- The morality of compromise / Carrie Menkel-Meadow -- Literature and the teaching of negotiation / David Matz -- Aesthetics in negotiation: part one, four elements / Nadja Alexander and Michelle LeBaron -- Aesthetics in negotiation: Part two, the uses of alchemy / Michelle LeBaron and Nadja Alexander -- Negotiation as law's shadow: on the jurisprudence of Roger Fisher / Amy J. Cohen -- Taming the jungle of negotiation theories / John Lande -- Choosing among modes of communication / Andrea Kupfer Schneider and Sean McCarthy -- Negotiation via email / Noam Ebner -- Negotiation via text messaging / Noam Ebner -- Negotiation via videoconferencing / Noam Ebner -- The technology of negotiation / Noam Ebner -- Lawyers and online negotiation / Orna Rabinovich-Einy and Ethan Katsh -- Reclaiming attention in the digital generation negotiator / Lauren A. Newell -- Two heads are better than one: team negotiations in research and in professional soccer / David F. Sally, Kathleen O'Connor and Ian Lynam -- The organization as negotiator / Adrean Borbely and Andrea Caputo -- Productive disagreement / Howard Gadlin -- The negotiator's role within a dispute system design: justice and accountability / Lisa Blomgren Amsler -- Thinking Ahead / James Groton, Chris Honeyman and Andrea Kupfer Schneider -- Negotiation and professional boxing: the ringside physician / Habib Chamoun-Nicolas, Randy D. Hazlett, Joe Estwanik, Russell Mora and Gilberto Mendoze -- Negotiating with the unknown / Maria Volpe, Jack J. Cambria, Hugh McGowan and Chris Honeyman -- Lessons from the extreme: what business negotiators can learn from hostage negotiations / Paul Taylor and William Donahue -- Negotiation in the military / Leonard L. Lira -- Martial arts and conflict resolution / Joel Lee and James T. Shanahan -- "Non-events" and avoiding reality / Susan Morash -- Peer mediation / John and Christel McDonald -- Shadow of the tribe / John Wade -- Multiparty negotiations in the public sphere / Sanda Kaufman, Connie Ozawa and Deborah Shmueli -- Agents and informed consent: after the 2008 financial crisis / Jacqueline Nolan-Haley -- Dueling experts / John Wade -- Negotiating the facts / Peter Adler -- Getting in sync: what to do when problem-solving fails to fix the problem / Peter Coleman and Rob Ricigliano -- Understanding intractable conflicts / Peter Coleman, Nicholas Redding and Joshua Fisher -- Influencing intractable conflicts / Peter Coleman, Nicholas Redding and Joshua Fisher -- Training a captive audience / Stuart Kirschner and Jack J. Cambria -- Religion in cooperation and conflict / Jeffrey R. Seul -- Religious prosociality for conflict transformation / Jeffrey R. Seul -- A new future for Kashmir? / John and Christel McDonald -- Making deals about power sharing / John Wade -- The uses of ambiguity / Chris Honeyman -- Contingent agreements / Michael Moffitt -- Crossing the final gap / John Wade -- Dobermans and diplomats: re-opening deadlocked negotiations / John Wade -- An agreement that lasts / John Wade and Chris Honeyman -- The uses of mediation / Lela Love and Joseph Stulberg -- Working with mediators / Chris Honeyman -- The mediator as medium: reflections on boxes, black, translucent, refractive, and gray / Wayne Brazil -- Allies in negotiation / Bernard Mayer -- The interpreter as intervener / Sanda Kaufman -- The a is for activism / Jennifer Reynolds.