Negotiation analysis : the science and art of collaborative decision making

Contents:
Part I: Fundamentals
1. Decision Perspectives: On four approaches to decision making
2. Decision Analysis: On how individuals should and could decide
3. Behavioral Decision Theory: On the psychology of decisions; on how real people do decide
4. Game Theory: On how rational beings should decide separately in interactive situations
5. Negotiation Analysis: On how you should and could collaborate with others
Part II: Two-Party Distributive (Win-Lose) Negotiations
6. Elmtree House: On setting the stage for adversarial bargaining
7. Distributive Negotiations: The Basic Problem: On the essence of noncooperative, win-lose negotiations
8. Introducing Complexities: Uncertainty: On deciding to settle out of court and other problems of choice under uncertainty
9. Introducing Complexities: Time: On entrapments and downward escalation; on real and virtual strikes
10. Auctions and Bids: On comparing different auction and competitive bidding procedures
Part III: Two-Party Integrative (Win-Win) Negotiations
11. Template Design: On brainstorming alone and together; on deciding what must be decided
12. Template Evaluation: On deciding what you need and want
13. Template Analysis (I): On finding a joint compromise for a special simple case
14. Template Analysis (II): On finding a joint compromise for the general case
15. Behavioral Realities: On learning how people do negotiate in the laboratory and the real world
16. Noncooperative Others: On how to tackle noncooperative adversaries
Part IV: External Help
17. Mostly Facilitation and Mediation: On helping with people problems
18. Arbitration: Conventional and Nonconventional: On how a neutral joint analyst might help
19. What Is Fair?: On principles for deciding joint outcomes
20. Parallel Negotiations: On negotiating without Negotiating
Part V: Many Parties
21. Group Decisions: On organizing and managing groups
22. Consensus: On how to achieve a shared agreement for all
23. Coalitions: On the dynamics of splitting and joining subgroups
24. Voting: On anomalies of collective action based on voting schemes
25. Pluralistic Parties: On dealing with parties fractured by internal conflict
26. Multiparty Interventions: On the role of external helpers in multiparty negotiations
27. Social Dilemmas: On the conflict between self-interest and group interest

Includes bibliographical references and index