and Transactions
confidence
conflict
consistency
consistency principle
and deference to authority
in market transactions
and normative leverage
and positioning themes
consistency traps
consistency webs
contracts:
careful reading of
written
contrast principle
control, as issue in negotiation
cooperation:
in Balanced Concerns
competition vs.
in competitive situations
concessions as language of
and ethics
future
women’s tendency toward
cooperatives
coordination, tacit
CoreStates Financial Corporation
Crutchfield, Ed
culture:
giving offense
influence in negotiations
and information exchange
and law of fraud
and litigation of issues
in medical field
and opening moves
and relationship networks
social ritual of
customer satisfaction
Dawson, Roger
Dean Witter Discover & Co.
decision maker, identifying
“Decoy” technique
defend/attack spirals
deference to authority
Diller, Barry
diplomacy
discouragement
Disney, Walt
dissatisfaction
Drexel Burnham Lambert
Eastern Airlines
effectiveness
Einstein, Albert
Epstein, Brian
escalation of commitment
ethics
of American legal profession
beyond the law
and bid rigging
and blocking techniques
fake authority ploys
Idealist School of
and law of fraud
and lies
and lowballing
maintaining standards of
manipulative tactics
and material facts
and misrepresentation
in negotiations
and personal integrity
Poker School of
Pragmatist School of
probing for deception in
“Red Herring” technique
and relationships
self-defense in
and Transactions
and trust
as your own business
exchange relationships
expectations
in Balanced Concern situations
and bluffing
as considered judgment
and first impressions
and goals
and haggling
highest legitimate level
and impasse
and leverage
minimum acceptable level
realistic
signaling in information exchange
testing of
experience
exploitation
eye contact
facts, misstatement of
“fair and reasonable” expectations
fair and reasonable proposals
fair market value
fairness, in reciprocity
“fairness” arguments
first impressions
First Union Corporation
Fisher, Roger
flattery
Flexner, Abraham
Florida Marlins
Florida Panthers
Flutie, Doug
Food and Drug Administration (FDA), U.S.
Ford, Henry
Fouraker, Lawrence
Franklin, Benjamin
Franklin, James
fraud
causation and damages in
in fiduciary relationships
innocent
knowing
and lying
material facts in
misrepresentation
nondisclosure of
partial disclosure of
and professional ethics
promissory
and special disclosure duties
and statements of opinion
and trust
and unfairness
Frick, Henry Clay
friendships, and negotiations
Gandhi, Mahatma
Gary, Elbert H.
gatekeepers
gender:
in negotiation
stereotypes of
General Cinema
General Electric (GE)
Getting to Yes (Fisher et al.)
gifts:
building trust via
universal language of
and working relationships
globalization
goal effect
goals
accountability for
and beliefs
bottom lines vs.
carried into negotiation
commitment to
cooperation for achievement of
and expectations
incentives for
in information exchange
investment in
justifiable
optimistic
other side’s
and positioning themes
satisfaction of
and self-esteem
specific
steps in setting
“striving” mechanisms in
what you really want
written
golden bridge, building
“good guy/bad guy” routines
Gouldner, Alvin
GRIT (Graduated and Reciprocated Initiatives in Tension Reduction)
group dynamics
group membership
Grove, Andy
guanxi
Guber, Peter
Guccione, Bob
haggling:
and auto dealers
competitive
and concessions
issue trading vs.
in negotiations
Halfway Sun, The (Barton)
Hammer, Armand
Hanafi Muslims, hostages of
handshake commitment
Harcourt Brace Jovanovich (HBJ)
Harcourt General Inc.
Hitler, Adolf
Houston Power & Lighting Company
Hoving, Walter
Hugel, Charles
Huizenga, H. Wayne
Idealist School of ethics
“if . . . then” formula
Ifugao people
imagination
impasse
incentives
information:
bluffing as distortion of
clarification of
inadequate
as power
receiving vs. delivering
Information-Based Bargaining
information exchange
culture in
establishing rapport for
on interests, issues, and perceptions
other party’s viewpoint in
probing in
signaling expectations and leverage in
similarity principle in
strategic nature of
instant messaging (IM)
Institute for Advanced Study, Princeton
integrative bargaining
integrity
Intel Corporation
intensity
intention, lies regarding
interests:
information exchange on
shared
underlying
Islamic Mosque and Cultural Center, Washington, D.C.
issues:
information exchange on
underlying
issue trading
&n
bsp; “Janie Rail,”
Japan, business card exchange in
Johnson, Lyndon B.
Johnson, Ross
Johnson, Samuel
Jovanovich, Peter
judgment
Kant, Immanuel
Khaalis, Hamaas Abdul
Kimmel, Caesar
King, Larry
Knapp, James B.
knowledge of subject matter
Kohlberg Kravis Roberts and Company (KKR)
Korean War
Kravis, Henry
Larry King Live (TV)
Larsen, Terry
leverage
alternatives
and aversion to loss
changing
choosing not to use
coalitions in
of competitive pressure
complexity of
dynamic of
and ethics
and expectations
and Hanafi hostages
of information disclosure
and intensity
misconceptions about
needs and fears
negative
normative
“one small step” process
and opening moves
of other party’s needs
peak interval for
perception as basis of
positive
and power
in scarcity effect
shifting balance of needs
signaling in information exchange
situational advantage in
strong
testing assumptions about
and threats
weak
who has most to lose
within families and organizations
leverage IQ
Levine, Randy
Libya, oil in
lies:
about authority
about bottom lines
alternatives to
bluffing vs.
cost of
in everyday life
and fraud
misstatement of facts
probing for
regarding intention
Sifford case
in special relationships
stretching the truth
and trust
“liking rule,”
listening
loss aversion, leveraging
lowballing
M&M ploy
McDonnell Douglas
Marci (salary negotiation)
Marshall, George C.
MCA
mediators
Mesabi ore fields
Miami Dolphins
Mitcham, Janie
Mohammed, Messenger of God (film)
Morgan, J. P.
and Carnegie
and Rockefeller
Morgan Stanley Group
Morgenthau, Henry
Morita, Akio:
and Columbia Pictures
and transistor radios
and videos
motivation
Mount Meru
Muhammad, Elijah
“Muzzle, The” (Intel award)
Nation of Islam
needs, balance of
negative bargaining zone
negative leverage
negotiation
anxiety about
bluffing in
breakdown in
carrying your goals into
commitment as goal of
communication in
conflict in
consistency principle in
consumer
cultural issues in
definition
dynamics of
ethics in
“fairness” arguments in
four-step process of
and friendship
as a game
gender differences in
high-stakes
irritators in
in job hunting
jump-starting
maintaining focus in
minimum acceptable “yes” level in
other party’s goals in
problem-solving in
psychological foundations of
purposes of
qualities required in
reciprocity in
reframing
relationships in
of salaries
social roles in
talents brought to
thought experiment in
in the workplace
networks, relationship
neutral third party
New Jersey Generals
nibbling
normative leverage
Northern Plains Premium Beef
North Korean nuclear programs
Occidental Petroleum
Oceanside, California, garbage collection
O’Loughlin, John K.
“one small step” process
opening moves:
aggressive vs. reasonable
anchor and adjustment effect in
and first impressions
first party to offer
optimistic
priorities communicated in
realistic expectations in
and reciprocity
starting high
tactical decisions in
when you lack leverage
opinion, statements of
Osgood, Charles
other party’s interests
and common ground
conflicting needs in
and decision maker
and ego
and goals
and information exchange
as interference
and leverage
low-cost options
partisan perceptions in
and planning
role reversal
and self-esteem
steps in determining
outside the box, thinking
package bargaining
Paley, William
Panic of 1873
partisan perceptions
Patton, Bruce
perceptions:
and assessment
as basis of leverage
information exchange on
underlying
personal integrity
Peters, Jon
pigs, story of
Poker School of ethics
Poseidon Adventure, The (film)
positioning themes
positive bargaining zone
positive leverage
power:
information as
and leverage
Pragmatist School of ethics
preparation:
assessment
communication
for negotiation
other party’s viewpoint in
strategy of
willingness to engage in
presidential debates
price, as means to an end
problem-solving
promissory fraud
prudence
quality, standards of
quid pro quo
Quinn, Anthony
Rackham, Neil
Raiffa, Howard
range-finding standards
rapport
pitfalls in
in relationships
rationalization
reasonableness, and consistency principle
reciprocity:
in Balanced Concerns situations
fairness in
manipulative ploy of
norms of
“one small step” process
and optimistic opening
in relationships
traps in
“Red Herring” technique
relationships
in Balanced Concerns situations
and closing
and concessions
cultural influences on
and ethics
exchange
fiduci
ary
gifts and favors in
guanxi
mediators in
Morgan-Carnegie example
in negotiation planning
in negotiations
perceived importance of
personal vs. working
rapport in
reciprocity in
sensitivity to
similarity principle in
in Situational Matrix
testing assumptions about
in Transactions
traps
trust in
reservation price
RJR Nabisco
Roberts, George
Rockefeller, John D., Jr.
Rockefeller, John D., Sr.
role reversal
Roosevelt, Franklin D.
Rosenthal, Morty
Ross, Steve
Sadat, Anwar
salary negotiations
Salomon Brothers
Sarber, Kelly
saving face
scarcity effect
Schein, Harvey
“schmoozing,”
self-esteem, protection of
self-fulfilling prophecies
Shearson Lehman Hutton
Sheinberg, Sidney
Siegel, Bill
Siegel, Sydney
Sifford, Darrell
silence, and fraud
similarity principle
simultaneous exchange
Singer, Dale
Sistrom, Joe
Situational Matrix:
Balanced Concerns
and concessions
and effectiveness
and information exchange
perceived conflict in
relationships
strategy guide
Tacit Coordination
Transactions
Six Foundations:
and effectiveness
in information exchange
Smith, Adam
Smith, Dick
social membership
social pressure
social proof
Sony Corporation:
and Columbia Pictures
and transistors
and videos
splitting the difference
standards and norms
arguments based on
audiences used in
and authority
consistency principle in
consistency traps in
equality
ethical
Gandhi example
and group membership
institutionalized
in markets
negotiating variances in
normative leverage
in opening moves
and positioning themes
and quality
range-finding
reasonable
role of
and social roles
splitting the difference
story of two pigs
testing assumptions about
status, need for
stereotype threat
Stevenson, Robert Louis
Story of My Experiments with Truth, The (Gandhi)
story of the two pigs
“straight face” argument
strategy
assessment
communication
of information exchange
negotiation stages in
Bargaining for Advantage Page 36