conscience, 47–48
consensus-building, 201
consequentialism, 263, 304
Conservative Party, British, 88, 102
consociational democracies, 290
contextual rationalization, 18, 19
Convention for a Democratic South Africa (CODESA), 291
Cooper, Diana, 217, 218, 220, 222–23, 225, 226, 227–28, 300
cooperation, Sharansky’s decision on, 40
copyright, 150, 151, 152, 157–58, 174, 294
cost-benefit analysis, 7, 16, 25, 28, 31–33, 34–35, 261–63, 264–77
of Churchill’s refusal to negotiate, 103–5
by Kasztner, 77, 80
by Mandela, 119
by Sharansky, 39, 45–46
costs:
of negotiating, 44–45
spillover, 31–32
transaction, 31
Cravath, Swaine & Moore, 143, 145, 155, 161
creation value, 192
custody disputes, 221–22
Cutcher-Gershenfeld, Joel, 196, 298
Czechoslovakia, 66, 85, 86, 87
Dalton, Hugh, 288
Davies Symphony Hall, 179, 184, 189
Dean Witter, 170
decision-making:
distortions of, 77
framing and, 284
uncertainty and, 172–73, 284
decision trees, 41, 46
dehumanization, 18, 19, 20, 194, 265
de Klerk, F. W., 125–27, 128, 129–30, 132–33, 134–35, 136, 291
demonization, 4, 5, 6, 18, 19, 20, 265
in “axis of evil” speech, 306
by Churchill, 102
of competitors, 198
in family conflicts, 259
in Harding family dispute, 234, 259
in IBM-Fujitsu negotiation, 140
of Kasztner, 73, 81
of lawyers, 260
Mandela’s refusal to engage in, 119, 135
demonization (cont.)
Obama’s refusal to engage in, 267–68
in San Francisco Symphony negotiations, 190, 194, 197, 208
by Sharansky, 47–48, 135
in Thomkins case, 213
of white people in South Africa, 109–10
Denmark, 87
deontology, 304–5
descending bid auctions, 301
“Designated Programs” (DPs), 152, 154, 156, 163, 165, 168, 174, 296
deterrence, deal enforcement and, 32
Difficult Conversations: How to Discuss What Matters Most, 253, 254
direct negotiations, indirect vs., 174–75
disclosure of information, 31
distribution value, 192
Dividing the Child (Maccoby), 214
divorce, 211–31, 299–301
distributional questions of, 299
four central legal issues of, 212
four types of, 214–15
no-fault, 215, 221
in trial, 226, 300
Dorfman, Frances, 223–24
dual processing, 17, 35
see also analytical reasoning; intuitive reasoning
Dunkirk, France, 96, 97, 102
Dutch auctions, 301
Dutch East India Company, 114
economic divorce, 214, 215–16, 217
Eichmann, Adolf, 56, 57, 58, 63, 65–66, 81
hanging of, 75
as ideologue, 69
Kasztner’s meetings with, 5, 53, 66, 67–68, 70, 73, 75, 76, 78, 80, 81–82, 280, 282, 284
search for, 70
Eichmann in Jerusalem: A Report on the Banality of Evil (Arendt), 280–81
emotions, 4, 6, 15, 103
rationality vs., 21, 22, 23, 46
see also intuitive reasoning
empathy, 134, 192, 194, 208
enforcement, 27, 32
“Europa Plan,” 278
Evangelista, Dan, 140, 155, 162
evil, 1–2, 5, 16
definition of, 2, 15, 274
Sharansky’s view of KGB as, 48
see also demonization
Excel, 149
expected value, 275
External Agreement, 152–53, 157, 295, 296
external information, 153, 168, 169, 172, 173
face-to-face meetings, 238–39
family conflicts, 4, 5, 232–60
causes of, 235–36
demonization in, 259
mediation in, 232–33, 238, 260, 303
fascism, 85
fault on all sides, 18, 19
fight/flight response, 18, 20, 60, 194, 265
“Final Report,” 154, 157
first price sealed bid auctions, 301, 303
Fischer, Joseph, 54
Fisher, Roger, 2–3, 6
flight as alternative strategy, 60, 78
flutists, 191
Forgas (psychologist), 276
forgiveness, 18, 19, 20
framing, 284
France, 85, 86, 87, 89, 91, 92, 93, 94, 97–98, 100, 101, 102, 286, 288
Freudiger, Fulop, 277
Friedman, Gary, 196, 197, 203, 204, 298, 302
Fujitsu, 139–76, 237, 292–97
at Arbitration Panel, 154–60
“coerced license” and, 141
DP list and, 152, 154, 156, 163, 165, 168, 171, 174, 296
fees and payments paid to IBM by, 154, 164, 168–69
in mediation process, 160–63
1983 Agreements and, 151–54, 157, 161, 164, 166, 167, 168, 169, 171, 295, 296
origins of, 144
Secured Facilities Regime and, 166–73
and Washington Agreement, 167
fundamental attribution error, 16
gaiatsu (outside pressure), 175–76
George VI, King of England, 87
Germany, 55, 286
British debate over peace negotiations with, 83–84
early World War II victories of, 89
imminent World War II defeat of, 56–57
post-World War I loss of territory by, 85
see also Hitler, Adolf
Gestapo, 280
Getting to Yes (Fisher), 2–3
Gibraltar, 94
Gilbert, Chris, 180, 184, 205
as chairman of Players’ Committee, 206
on contract negotiation, 182
on fear of empathizing, 208
on leverage in negotiations, 192
as Moderate, 182
in resignation from Negotiating Committee, 298
on respect for classical musicians, 190–91
on string relief, 204, 206
Gilson, Ron, 144
Goldstein, Judge, 219, 220
Goldstone, Richard, 291
Great Britain, 55, 83, 92, 114, 286, 289
peace negotiations with Germany refused by, 83–84
in South Africa, 114–15
World War II morale of, 98, 104, 105
Great Place, 109, 112–13
“Great Trek,” 115
Greenberg, Jonathan, 154–55, 167, 169
Greenwood, Arthur, 84, 98, 100, 104
Gregory, 135
“Grey Zone,” 75
group rights, 128, 290, 291
Grunwald, Mikhail, 71–72, 73, 282, 283
Guardian, 291
guardian ad litem (“GAL”), 220, 223, 229
Guevara, Che, 118
Gulag, 276
Haidt, Jonathan, 276
Halevi, Benjamin, 72–73
Halifax, Edward, Lord, 84, 85–86, 87–88, 89, 98, 102, 105, 264, 285, 287, 288
Hitler as viewed by, 95, 286
negotiations with Hitler considered by, 90–91, 92, 93–94, 95, 99–100, 101
and Reynaud’s offer to Mussolini, 97
Hamas, 19, 268, 304
Hand, Learned, 158
Harding, Audrey, 232–33, 237, 238, 256
in final agreement, 257–58
interests of, 245–46
Harding, Audrey (cont.)
lawsui
t launched by, 233, 239
letter by, 240, 243–44
liquidation of interest sought by, 233, 234, 244–45, 258–59
mediation approved by, 239
Stephanie’s disputes with, 234–35, 237–38, 244, 245, 246, 247, 249–51, 252–55
Harding, Joseph, 232, 234, 239, 240, 243–44, 249, 259
Harding, Linda Adams, 240
Harding, Matt, 233, 235, 237, 238, 249, 253, 255, 256
in final agreement, 257–58
interests of, 246–47
letter by, 241–42
mediation approved by, 239
Harding, Stephanie, 233–34, 237–38, 244, 256, 259
Audrey’s disputes with, 234–35, 237–38, 244, 245, 246, 247, 249–51, 252–55
in final agreement, 257–58
interests of, 247–48
letter by, 241
mediation distrusted by, 239
Harvard University, Program on Negotiation, 2, 3, 177, 196, 253
Heifetz, Jascha, 191, 297–98
Hemphill, Tom, 180, 182, 183, 184, 191, 198, 299
heroism, 84, 105
Hewlett Foundation, 177, 178, 183, 184, 196, 205
Hezbollah, 268
hiding, from Nazis, 60–61, 78, 79
Himmelstein, Jack, 302
Himmler, Heinrich, 69, 70, 280
Hitachi, 149, 294
caught in sting operation, 150
Hitler, Adolf, 3, 4, 5, 56, 71, 78, 84, 93, 95, 264, 281, 286, 288
Chamberlain’s misreading of, 85–86
Churchill’s refusal to negotiate with, 83, 84, 93–94, 95–96, 99–100, 101–5
Halifax’s misreading of, 85–86, 93–94
territory annexed by, 84–85, 86
Holocaust, 56, 72, 73–74, 284
see also Auschwitz concentration camp; Kasztner, Rudolf
hostage situations, 1
House of Commons, U.K., 86
Hume, David, 276
Hungary, 55, 56, 57, 58, 59, 64, 66, 69, 73, 75, 277, 278, 279, 284, 286
Hussein, Saddam, 267, 305
Hutus, 2
IBM, 139–76, 237, 292–97
at Arbitration Panel, 154–60
“coerced license” and, 141
DP list and, 152, 154, 156, 163, 165, 168, 171, 174, 296
Fujitsu’s alleged copying of operating system of, 139, 149–51, 292
Fujitsu’s fees and payments paid to, 154, 164, 168–69
government antitrust suit against, 143, 146, 147–48
in mediation process, 160–63
1983 Agreements and, 151–54, 157, 161, 164, 166, 167, 168, 169, 171, 295, 296
Secured Facilities Regime and, 166–73
summary judgment desired by, 158–60
and Washington Agreement, 167
identified vs. statistical lives, 78
Imperial Garden, 144
implementation of settlement, 27, 28, 32
India, 88
indirect negotiations, direct vs., 174–75
inheritances, 301, 303
Inkatha, 129, 130, 290–91
intellectual property, intellectual property law, 1, 24, 26, 140, 141, 143
see also copyright
interest-based negotiation, 2, 197, 199, 206, 207, 245–46
interests, 26, 27, 262
of Sharansky, 41
International Conference of Symphony and Opera Musicians (ICSOM), 298
intuitive reasoning, 17, 18, 21, 37, 263
of Churchill, 94, 103–4
and moral judgments, 35
pragmatism vs. principle and, 134
Sharansky and, 46, 49
Iran, 1, 267, 305, 306
Iraq, 266–67, 305
Iron Guard, 277
Israel, 36, 38, 39, 43, 46, 71, 72–73, 176, 277, 282, 283, 304
Syrian negotiations with, 175
Istanbul, 66, 67
Italy, 57, 85, 86, 91, 92, 95, 97–98, 101
Izvestia, 39
Jacobs, Mike, 144, 168
Japan:
code of honor in, 154
litigation in, 24, 153–54
Jenkins, Roy, 90
Jewish Agency, 60, 65, 278, 282
Jewish Community, 54, 55, 57, 58
Jewish Council (Judenrat), 73, 79
Jews:
Nazi persecution of, 2, 64, 67, 75, 76, 78–79
in Soviet Union, 38, 39, 48
see also Holocaust
“Jews for trucks” deal, 63, 65, 66, 78
joint task forces, 200–201
Jones, Jack, 139, 140, 141–42, 146–47, 148, 153, 155, 160–61, 163, 165–66, 167, 168, 169, 174, 175, 176, 237, 295–96
Jones, Nancy, 147
Judenrat (Jewish council), 73, 79
justice, desire for, 4, 34
Justice (regent’s son), 112–13
Justice Department, U.S., 292
Kasztner, Elizabeth Fischer, 54–62, 69, 282
Kasztner, Rudolf, 53–82, 277–85
accomplishments of, 70
bribery considered by, 57–58, 277–78
collaboration accusations against, 71, 72–73, 74–75, 80, 281, 282–83
Eichmann’s meetings with, 5, 53, 66, 67–68, 70, 73, 75, 78, 80, 81–82, 280, 282, 284
“the list” drawn up by, 68
lying by, 74, 76, 80–82, 282
murder of, 75
negotiation with Nazis decided by, 59–61, 64, 65
trials of, 72–73, 74–75, 80, 282–83
warnings to Jews not issued by, 73, 76–77, 80, 283
“Kasztner Train,” 69, 70, 71, 73, 74, 75, 77, 78, 79, 80, 280, 281, 283, 285
Katoh, Masanobu, 162, 295
Katzenbach, Nicholas, 295
Kaufmann-Kohler, Gabrielle, 297
Kenya, 118
Kerr, Dr., 111–12
KGB, 5, 36, 37, 39, 40, 42, 43–44, 45, 47–48, 53, 123
Kingsley, Len, 187, 198, 200
Kramer, Evelyn, 11–12, 13, 14, 15, 18–19, 20, 21, 22, 49
Kramer, Fred, 11, 12–15, 18, 19, 21, 22, 49, 265
Krasin (dissident), 44
Krasniansky, Oskar, 279
Labor-Management Committee, 200
Labor Party, British, 84, 88, 98
Labor (Mapai) Party, Israeli, 71, 74
lawyers, 302
conflict resolution aided by, 176, 260
demonization of, 260
in Harding case, 240, 248–49, 252–53, 256–57, 260
see also Barr, Tom; Cooper, Diana; Jacobs, Mike; Nelson, Dave; Raven, Bob
“Lebensraum” (“living room”), Hitler’s goal of, 93
Lee, Thomas, 217
legal custody, 222
legal divorce, 214, 217
Leibowitz, Leonard, 207, 208, 299
Lend-Lease program, 102
Leopold II, King of Belgium, 287
Levi, Primo, 75
listening, 197, 198, 236, 238
List of 65 Demands, 193–95
litigation, 3, 23–24, 29–30, 32
Lob, Ladislaus, 285
Lodge, Tom, 127
looping, 197
loss aversion, 78
Luban, David, 282
Lucy (subroutine), 157
Lukacs, John, 94, 97, 285
Lukas, Linda, 180, 182, 183
Lusaka, Zambia, 107, 108, 117, 128
McClellan, Scott, 266–67
Maccoby, Eleanor, 214, 300
McConnaughay, Philip J., 294
Macdonald, Donald, 148, 155, 160, 295
McKee, Robin, 180
McPhee, Bill, 168, 225
mainframes, 139, 143, 176, 293
Malta, 94
Mandela, Nelson, 3, 4, 106–36, 288–92
Botha’s meeting with, 125
Coetsee’s meetings with, 121, 122–23
and decision to negotiate, 106–8
de Klerk’s meetings with, 126–27, 129–30, 133, 134–35, 136
guerrilla warfare stud
ied by, 118
imprisonment of, 106, 107, 119–22, 124, 126–27, 135, 288–89
at law firm, 113
political education of, 113–14
school protest of, 111–12
at Special Committee meetings, 123–24
strike called by, 117
suspension of armed struggle urged by, 129–30
trial of, 118–19
violence advocated by, 116–18
Mapai Party, 71, 74
Margalit, Avishai, 273, 306
marital property law, 299
marriage, 1
Massachusetts, 222, 224, 300–301
Mayer, Saly, 281
med-arb (mediation and arbitration), 175–76, 236–38, 239
face-to-face meetings in, 238–39
optimism in, 251
with siblings and family, 232–33, 244, 252, 260, 303
three-person panels and, 292–93
see also Mnookin, Robert
Microsoft Windows, 149
middleware, 149, 292
Milgram, Stanley, 274
Ministry of International Trade and Industry (MITI), 149, 293, 294
mixed strategy, Kasztner’s avoidance of, 76, 77, 78, 80
Mnookin, Robert:
background of, 146
face-to-face meetings preferred by, 238–39
in Harding negotiations, 232, 234–35, 236–38, 239, 240, 244–45
in IBM-Fujitsu dispute, 139, 140, 141–44, 146–47, 153, 155, 159–60, 162–63, 165–66, 167, 168, 169, 174, 175, 176, 295–96
in San Francisco Symphony dispute, 177–79, 180–84, 185–86, 195–96, 203, 204, 298
and Thomkins divorce case, 211–17
Molotov-Ribbentrop Pact, 286
money, 29
monitoring, 32
moral impulses, moralism, 4, 6, 16, 18, 19, 20, 35–36, 37, 50, 59, 103, 261, 265
of Churchill, 103
foundation of, 276
and intuitive reasoning, 35
of Mandela, 107
and pragmatism vs. principle, 134, 261–62
in San Francisco Symphony debate, 194
of Sharansky, 48, 103, 107
morality, 304–5
moral philosophy, 274, 304–5
Morita, Yuri, 144–45, 155
Morozov, Mark, 48
Morrison & Foerster, 142, 145, 156, 160–61, 168, 295
Mosley, Oswald, 101
M Series mainframe, 150
multi-vendor interoperability, 296
Munich Agreement, 86
Mussolini, Benito, 91, 92, 93–94, 95, 97, 98, 99, 285
Mvezo, South Africa, 108–11
Myers-Briggs Type Indicator (MBTI), 274–75
Naruto, Michio, 145, 155, 162
Natal, South Africa, 129
National Party (NP), 115, 125, 126, 127, 128, 130
Nazis, 2, 3, 5, 53, 57, 61, 64, 65, 68, 70, 71, 72–73, 86, 91, 115, 277, 278, 282
see also Eichmann, Adolf; Hitler, Adolf
“negative” traps, 6, 18–21, 47, 77, 103, 194, 208, 213, 234, 259, 261, 262, 265
Negotiating Committee, 181–82, 185, 188, 192, 193, 197, 199, 200, 201, 203, 205, 206, 299
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