From the Software - 2nd ed.
Researching Multicultural Factors
Chapter 1: Negotiation Basics
Net Value Outcomes-What Negotiators Are Trying to Accomplish
The Building Blocks of Negotiation Strategy
Combining Fundamentals: The Negotiation Planning Document
Strategic Choices in Negotiation
Chapter 2: Culture and Negotiation
Behaviors and Institutions
Cultural Values, Beliefs, Norms, and Knowledge Structures
A Model of How Culture Affects Negotiation
Chapter 3: Culture and Integrative Deals
Three Criteria for Good Deals Versus Bad Deals
Cartoon: A Simulation for Studying Deal-Making Negotiation Behavior
Analyzing the Cartoon Negotiation for Integrative Value
Negotiating Across Cultures: The Cartoon Outcome Study
Moving Through the Normal Stages of Negotiation
Chapter 4: Executing Negotiation Strategy
Participants, Data Collection, and Coding Strategies
Integrative Strategies, Time, and Joint Gains
Distributive Strategies to Capture Net Value Within an Integrative Agreement
Culture, Stage, Strategy, and Outcomes
Using Stages of Negotiation to Judge Progress
Consolidating Knowledge About Negotiation Strategy
Chapter 5: Resolving Disputes
How Disputes Arise and Escalate
Interests, Rights, and Power: Three Approaches to Resolving Disputes
Procedural Choices for Resolving Disputes
Excellent Dispute Resolvers
Chapter 6: Third Parties and Dispute Resolution
Third Parties with Authority to Resolve Disputes
Third Parties Without Authority to Resolve Disputes
Culture and Third-Party Roles in Disputes
Effective Dispute Resolution in a Third-Party Context
Chapter 7: Negotiating Decisions and Managing Conflict in Multicultural Teams
Three Types of Conflict in Multicultural Teams
Negotiating High-Quality Decisions and Managing Conflict in Multicultural Teams
Effective Multicultural Teams
Requirements for Effective Multicultural Teams
Chapter 8: Social Dilemmas
Social Dilemmas and Prisoner's Dilemmas
Using Negotiation Skills to Manage Social Dilemmas
Negotiating Individual and Collective Interests in Social Dilemmas
Chapter 9: Government At and Around the Table
Government Interests in Foreign Investment
Foreign Investor Interests, Risks, and Hedges
Challenges When Negotiating Globally
Keeping Your Employees Safe in Global Assignments
The Ugly Side of Free Trade
Government At and Around the Negotiating Table
Chapter 10: Will the World Adjust, or Must You?
What's Likely to Happen with "Global" English?
Why Not to Expect a Standardized Global Negotiation Culture
Adjustments Toward Becoming a More Effective Global Negotiator
Excellent Global Negotiators
Using the CD with Windows
