Includes bibliographical references (p. [256]-280) and index.

The Nature of Negotiation -- Strategy and Tactics of Distributive Bargaining -- Strategy and Tactics of Integrative Negotiation -- Negotiation: Planning and Strategy -- Perception, Cognition, and Emotion -- Communications Process and Outcomes -- Negotiation Power and Persuasion -- Dynamics of Disputes and Third Party Help -- Confronting the Dark Side: deception and ethical dilemmas -- Multiparty and Team Negotiations -- International and Cross-Cultural Negotiation -- Best Practices in Negotiations.