The Negotiator Magazine - Article Subject Index

Ask The Negotiator: Is This A Perfect Balance -- Or Is There Such A Thing? Cohen, Steven P. (October, 2003)

Auto Purchase Negotiation

Negotiating New Vehicle Purchases Craver, Charles B. (July, 2005)

Book Reviews

Review of: Bargaining for Advantage: Negotiation Strategies for Reasonable People By G. Richard Shell (New York: Penguin Books, 2000) Baker, John D. (September, 2003)

Review of: Beyond Reason: Using Emotions as You Negotiate By Roger Fisher and Daniel Shapiro (New York: Viking, 2006) Baker, John D. (October, 2004)

Review of: Beyond Winning: Negotiating to Create Value in Deals and Disputes By Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello (Cambridge, MA: The Belknap Press of Harvard University, 2004) Baker, John D. (July, 2004)

Review of: Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts By Michael Soon Lee with Sensei Grant Tabuchi (New York: AMACOM, 2007) Baker, John D. (October, 2007)

Review of: BUILT TO WIN: Creating a World-Class Negotiating Organization By Hallam Movius and Lawrence Susskind (Boston: Harvard Business Press, 2009) Baker, John D. (August, 2011)

Review of: Case Studies in US Trade, Volume 1: Making the Rules By Charan Devereaux, Robert Z. Lawrence, and Michael D. Watkins (Washington D.C.: Institute for International Economics, 2006) Baker, John D. (March, 2007)

Review of: Chess & The Art of Negotiation: Ancient Rules for Modern Combat By Anatoly Karpov and Jean Francoise Phelizon with Bach Kouatly (Westport, Connecticut: Praeger Publishers, 2006) Baker, John D. (July, 2007)

Review of: CONFLICT 101: A Manager's Guide to Resolving Problems So Everyone Can Get Back to Work by Susan H. Shearouse (New York: AMACOM Books, 2011) Baker, John D. (June - July, 2011)

Review of: Consultative Selling: Simple Steps That Build Relationships and Win Even the Toughest Sale By Greg Bennett (New York: American Management Association, 2007) Baker, John D. (July, 2007)

Review of: DEALMAKING: The New Strategy of Negotiauctions By Guhan Subramanian (New York: W.W. Norton & Company, Inc., 2011) Baker, John D. (September, 2011)

Review of: Discourse on the Art of Negotiation By Antoine Pecquet Translated By Aleksandra Gruzinska and Murray D. Sirkis (New York: Peter Lang Publishing, Inc., 2004) Baker, John D. (July, 2005)

Review of: Dispute Resolution: Negotiation, Mediation, and Other Processes, Fourth Edition By Steven B. Goldberg, Frank E.A. Sander, Nancy H. Rogers and Sarah Rudolph Cole (New York, Aspen Publishers, 2003) Baker, John D. (December, 2003)

Review of: Doing Business Internationally: The Guide to Cross Cultural Success By Danielle Medina Walker, Thomas Walker and Joerg Schmitz (New York: McGraw-Hill, 2003) Baker, John D. (October, 2002)

Review of: Effective Legal Negotiation and Settlement, 5th Edition By Charles B. Craver (Lexis Nexis, 2006) Baker, John D. (March, 2005)

Review of: Emerging Systems for Managing Workplace Conflict By David B. Lipsky, Ronald L. Seeber and Richard D. Fincher (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (June, 2003)

Review of: End of the Line: The Rise and Fall of AT&T By Leslie Cauley (New York: Free Press, 2006) Baker, John D. (August, 2005)

Review of: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining By Deborah M. Kolb, Ph.D. and Judith Williams, Ph.D. (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (April, 2003)

Review of: Expand The Pie: How To Create More Value In Any Negotiation By Grande Lum, Irma Tyler-Wood and Anthony Wanis-St. John (Seattle, WA: Castle Pacific Publishing Company, 2003) Baker, John D. (March, 2003)

Review of: Gain the Edge! Negotiating To Get What You Want By Martin E. Latz (New York: St, Martin's Press, 2004) Baker, John D. (May, 2004)

Review of: Game, Set Match: Winning the Negotiations Game By Henry S. Kramer (New York: ALM Publishing, 2001) Baker, John D. (September, 2002)

Review of: GETTING MORE: How to Negotiate to Achieve Your Goals in the Real World By Stuart Diamond (New York: Crown Business, 2010) Baker, John D. (November, 2011)

Review of: Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion (New York: American Management Association, 2007) Baker, John D. (February, 2007)

Review of: Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Successful Leadership By Deborah M. Kolb, Judith Williams, and Carol Frohlinger (San Francisco, CA: Jossey-Bass, 2004) Baker, John D. (October, 2004)

Review of: How to Negotiate Like a Child: Unleash the Little Monster Within to Get EVERYTHING You Want By Bill Adler, Jr. (New York: American Management Association, 2006) Baker, John D. (November, 2005)

Review of: How to Win Any Negotiation: Without Raising Your Voice, Losing Your Cool, or Coming to Blows By Robert Mayer (Pompton Plains, N.J., The Career Press, 2006) Baker, John D. (December 2011 - January 2012)

Review of: Improvisational Negotiation: A Mediator's Stories of Conflict about Love, Money, Anger - and the strategies that resolved them By Jeffrey Krivis (San Francisco: Jossey-Bass, 2006) Baker, John D. (March, 2006)

Review of: Leading Through Conflict: How Successful Leaders Transform Differences into Opportunities By Mark Gerzon (Harvard Business School Press, 2006) Baker, John D. (August, 2006)

Review of: Leverage: How to Get It and How to Keep It in any Negotiation By Roger Volkema (New York: AMACOM, 2006) Baker, John D. (May, 2006)

Review of: Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict By Roy J. Lewicki and Alexander Hiam (San Francisco: Jossey-Bass, 2006) Baker, John D. (September, 2006)

Review of: Negotiate and Win: Proven Strategies From the NYPD's Top Hostage Negotiator By Dominick J. Misino with Jim DeFelice (New York: McGraw-Hill, 2004) Baker, John D. (September, 2004)

Review of: Negotiate This! by Caring, But Not T-H-A-T Much By Herb Cohen (New York, Warner Books, 2003) Baker, John D. (January, 2004)

Review of: Negotiate to Win: 21 Rules for Successful Negotiating By Jim Thomas (New York: Collins, 2006) Baker, John D. (November, 2005)

Review of: Negotiating at an Uneven Table By Phyllis Beck Kritek (San Francisco, CA: Jossey-Bas, 2002) Baker, John D. (January, 2003)

Review of: Negotiating Skills for Managers By Steven P. Cohen (New York: McGraw-Hill, 2002) Baker, John D. (November, 2002)

Review of: Negotiation Analysis: The Science and Art of Collaborative Decision Making By Howard Raiffa with John Richardson and David Metcalf (Cambridge, MA: The Belknap Press of Harvard University Press, 2002) Baker, John D. (March, 2004)

Review of: Negotiation Boot Camp: How To Resolve Conflict, Satisfy Customers, and Make Better Deals By Ed Brodow (New York:Doubleday, 2007) Baker, John D. (January, 2007)

Review of: Negotiations Without a Loser By Iwar Unt (Copenhagen: Copenhagen Business School Press, 1999) Baker, John D. (January, 2003)

Review of: On the Manner of Negotiating with Princes, By Francois de Callières (New York: Houghton Mifflin, 2000) Baker, John D. (August, 2003)

Review of: On-Scene Guide for Crisis Negotiators, Second Edition By Frederick J. Lanceley (Boca Raton, FL: CRC Press, 2003) Baker, John D. (November, 2003)

Review of: Psychological Aspects of Crisis Negotiation By Thomas Strentz (Boca Raton: CRC Press, 2006) Moore, Russ (April, 2006)

Review of: Renegotiate with Integrity: "It's Not Business, It's Personal" By Marc Freeman (Fairfield, Iowa: Freeman Business Books, 2006) Baker, John D. (June, 2007)

Review of: Salary Negotiation Tips for Professionals By Ron and Caryl Krannich (Manassas Park, Virginia: Impact Publications, 2005) Baker, John D. (February, 2005)

Review of: Shaping the Game: The New Leader's Guide to Effective Negotiating By Michael Watkins (Boston: Harvard Business School Press, 2006) Baker, John D. (November, 2007)

Review of: Stalling For Time: My Life as an FBI Hostage Negotiator By Gary Noesner (New York: Random House, 2010) Baker, John D. (May, 2011)

Review of: Start With No By Jim Camp (New York: Crown Business, 2002) Baker, John D. (December, 2002)

Review of: The Art of Connecting: How to Overcome Differences, Build Rapport and Communicate Effectively with Anyone By Claire Raines and Lara Ewing (New York: AMACOM, 2006) Baker, John D. (June, 2006)

Review of: The Conflict Resolution Toolbox: Models and Maps for Analyzing Diagnosing and Resolving Conflict By Gary T. Furlong (John Wiley & Sons Canada, Ltd, 2006) Baker, John D. (September, 2005)

Review of: The Elements of Police Hostage Negotiations: Critical Incidents and How to Respond to Them By James L. Greenstone (New York: The Hayworth Press, Inc., 2004) Baker, John D. (January, 2005)

Review of: The Five Paths To Persuasion: The Art Of Selling Your Message By Robert B. Miller and Gary A. Williams (New York: Warner Business Books, 2005) Baker, John D. (February, 2006)

Review of: The Five Percent: Finding Solutions to Seemingly Impossible Conflicts By Peter T. Coleman (New York: Public Affairs, 2011) Baker, John D. (October, 2011)

Review of: The Global Negotiator By Jeswald W. Salacuse (New York: Palmgrave MacMillan, 2003) Baker, John D. (July, 2003)

Review of: The Handbook of Negotiation and Culture Edited By Michele J. Gelfand and Jeanne M. Brett (Stanford University Press, 2004) Baker, John D. (May/June, 2005)

Review of: The Intelligent Negotiator By Charles Craver (Roseville, CA: Prima Publishing, 2002) Baker, John D. (May, 2003)

Review of: The Negotiating Paradox: How to Get More by Giving More By Bernard Hale Zick (Dallas: Skyward Publishing, 2003) Baker, John D. (December, 2004)

Review of: The Only Negotiating Guide You'll Ever Need: 101 Ways To Win Every Time in Any Situation By Peter B. Stark and Jane Flaherty (New York: Broadway Books, 2003) Baker, John D. (February, 2004)

Review of: The Point of the Deal By Danny Ertel and Mark Gordon (Boston: Harvard Business School Press, 2007) Baker, John D. (September, 2007)

Review of: The Power of Nice: How to Negotiate So Everyone Wins - Especially You! By Ronald M. Shapiro and Mark A. Jankowski with James Dale (New York: John Wiley & Sons, Inc., 1998) Baker, John D. (April, 2005)

Review of: What's Fair: Ethics for Negotiators By Carrie Menkel-Meadow and Michael Wheeler (San Francisco, California: Jossey-Bass, 2004) Baker, John D. (April, 2004)

Review of: Women Don't Ask: Negotiation and the Gender Divide, By Linda Babcock and Sara Lachever (New Jersey: Princeton University Press, 2003) Baker, John D. (October, 2003)

Conflict Negotiation

Conflict: Don't Fight It, Manage It Garner, Eric (March, 2007)

Review of: CONFLICT 101: A Manager's Guide to Resolving Problems So Everyone Can Get Back to Work by Susan H. Shearouse (New York: AMACOM Books, 2011) Baker, John D. (June - July, 2011)

Review of: Emerging Systems for Managing Workplace Conflict By David B. Lipsky, Ronald L. Seeber and Richard D. Fincher (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (June, 2003)

Review of: Negotiating at an Uneven Table By Phyllis Beck Kritek (San Francisco, CA: Jossey-Bas, 2002) Baker, John D. (January, 2003)

Review of: The Conflict Resolution Toolbox: Models and Maps for Analyzing Diagnosing and Resolving Conflict By Gary T. Furlong (John Wiley & Sons Canada, Ltd, 2006) Baker, John D. (September, 2005)

Review of: The Five Percent: Finding Solutions to Seemingly Impossible Conflicts By Peter T. Coleman (New York: Public Affairs, 2011) Baker, John D. (October, 2011)

The Source of the Mediator's Power: How We Connect the Disconnected and Engineer Agreements Schau, Jan Frankel (May, 2007)

Contract Terms Negotiation

Business Negotiators Often Hit the Wrong Targets Cummins, Tim (September, 2011)

Crisis Negotiation

Anatomy of a Hostage Negotiation: An Interview with a Primary Negotiator Baker, John D. (August, 2004)

Ask the Negotiator: "Doctor, Lawyer... Hostage Negotiator" Rustenburg, Kip (May, 2004)

Crisis Negotiating: Texas Association of Hostage Negotiators Sherman, Bob (June, 2002)

Hostage Negotiation: The Divergence From Other High-Stakes Negotiations and the Impact of Measuring Effectiveness Grovert, Ashley (May, 2007)

Hot Tips on Negotiating in a Hostage Situation Johnson, Dr. Curtis M. (December, 2002)

Negotiation Lessons Learned by an FBI Hostage Negotiator Lanceley, Frederick J. (December, 2004)

Negotiation Success Factors: How They Work Greenstone, Dr. James L. (February, 2006)

Negotiators Gaining from Training: Publishing Hostage and Barricade Situations, and the Ethical Concerns Greenstone, Dr. James L. (September, 2011)

Review of: On-Scene Guide for Crisis Negotiators, Second Edition By Frederick J. Lanceley (Boca Raton, FL: CRC Press, 2003) Baker, John D. (November, 2003)

Review of: Psychological Aspects of Crisis Negotiation By Thomas Strentz (Boca Raton: CRC Press, 2006) Moore, Russ (April, 2006)

Review of: Stalling For Time: My Life as an FBI Hostage Negotiator By Gary Noesner (New York: Random House, 2010) Baker, John D. (May, 2011)

Review of: The Elements of Police Hostage Negotiations: Critical Incidents and How to Respond to Them By James L. Greenstone (New York: The Hayworth Press, Inc., 2004) Baker, John D. (January, 2005)

Selection and Training of a Crisis Negotiation Team Sherman, Bob (May, 2006)

SME (Subject Matter Expert)? Moore, Russ (March, 2007)

The Most Serious Errors Made by Negotiators: Twenty-Five to Consider Greenstone, Dr. James L. (May, 2006)

The Tactical Dance Moore, Russ (May/June, 2005)

Twenty-Eight Suicides: The Law Enforcement Experience Lanceley, Frederick J. (August, 2005)

Victim Precipitated Suicide "The Weapon of Choice Is Us" Moore, Russ (September, 2006)

WHY WE DO THE JOB Moore, Russ (August, 2006)

Dispute Resolution

Evolved Negotiations: A New, Blended and Broadened Approach to Influencing Conditions, Adversaries and Outcome Bracken, Lisa (October, 2011)

Promising News From the Front: Peacemaker Offers Plenary Address to the U.S. Department of the Navy Schau, Jan Frankel (February, 2007)

Electronic Negotiations

Conducting Electronic Negotiations Craver, Charles B. (June, 2007)

Negotiating by e-mail Sims, Jonathan (October, 2006)

Emotion and Negotiation

Emotion and Negotiation, Part I Fromm, Delee (November, 2007)

Emotion and Negotiation, Part II Fromm, Delee (December, 2007 - January, 2008)

The Most Powerful Manipulation Tool Ever: Time Ionescu, Radu (October, 2011)

Employment Terms Negotiation

Negotiating Employment Opportunities Craver, Charles B. (September, 2005)

Game theory and Negotiation

Promoting Cooperation Using Tit-For-Tat Peelle, Henry E. III, D.M. (February, 2006)

Gender and Negotiation

Ask The Negotiator: Being Firm in Negotiation does not Mean You Have to be Tough Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (September, 2004)

Gender Benders Booher, Dianna (May, 2003)

Negotiating Salaries: Survey Results Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)

Negotiation for Women: The Dual Aspects of Outcome and Relationship Fromm, Delee (June, 2007)

Negotiation, Gender Triggers and Female Lawyers Fromm, Delee (May, 2011)

Power, Gender and Negotiation Wanis-St.John, Anthony (January, 2003)

Review of: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining By Deborah M. Kolb, Ph.D. and Judith Williams, Ph.D. (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (April, 2003)

Review of: Women Don't Ask: Negotiation and the Gender Divide, By Linda Babcock and Sara Lachever (New Jersey: Princeton University Press, 2003) Baker, John D. (October, 2003)

Seven Simple Ways to Become a Better Negotiator Fromm, Delee (September, 2005)

The Impact of Gender on Bargaining Interactions Craver, Charles B. (July, 2004)

Why Don't People Get Paid What They're Worth? Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)

Women Experience Greater Gender-bias in Negotiations Latz, Marty (January, 2004)

Internal Negotiation

Ask the Negotiator: "A little tweak here and a little tuck there." Baker, John D. (March, 2005)

Ask The Negotiator: Internal Negotations: Strategies for Negotiating With Difficult People Morse, Richard (December, 2003)

Cross-Silo Negotiation Cohen, Steven P. (October, 2004)

Internal Negotiations: Supporting the External Deal Morse, Richard (September, 2002)

International Negotiation

Are Many Great Nations Divided by A "Common" Language? Cohen, Steven P. (November, 2005)

Ask The Negotiator - United Nations Conflict Negotiator ... Career Considerations Wanis-St.John, Anthony (August, 2003)

International Negotiation and Support: A Multi-Company Study: Executive Summary Cummins, Tim (January, 2007)

Negotiation Style and Approach: Are Stereotypes a Myth? Cummins, Tim (October, 2006)

Review of: Doing Business Internationally: The Guide to Cross Cultural Success By Danielle Medina Walker, Thomas Walker and Joerg Schmitz (New York: McGraw-Hill, 2003) Baker, John D. (October, 2002)

Review of: The Global Negotiator By Jeswald W. Salacuse (New York: Palmgrave MacMillan, 2003) Baker, John D. (July, 2003)

The Impact of Culture on Transnational Interactions Craver, Charles B. (May, 2011)

Unfolding The Road Map In The Middle East Wanis-St.John, Anthony (February, 2004)

Labor Negotiation

Adversaries to Allies: Lessons from the San Diego Schools Contract Negotiations Christie, Monica ; Lum, Grande (October, 2002)

Ask The Negotiator - What Kind Of Opportunities Exist For Experienced Labor Negotiators? Shea, Mary Ellen (March, 2004)

Collective Bargaining Interactions Craver, Charles B. (April, 2005)

Labor Negotiations Shea, Mary Ellen (August, 2002)

Three Models for Implementing Change in 21st Century Schools Barker, Charles ; Barker, Charles ; Tyler-Wood, Irma (May, 2003)

Management - Employee Negotiations

Tyranny versus TLC: Five Negotiation Steps for Managers Brodow, Ed (September, 2007)

Negotiation and Media Management

The Confluence of Management and Negotiating Calero, Henry H. (August, 2005)

Winning and Keeping Media Interest During Negotiations Bracken, Lisa (February, 2006)

Negotiation Ethics

"It's Not Business. It's Personal" Freeman, Marc (September, 2006)

Conduct and Ethics in Negotiation under the English Legal System Higham, David (April, 2005)

Ethical Negotiations: 10 Tips to Ensure Win-Win Outcomes Flaherty, Jane ; Stark, Peter B. (December, 2003)

Four Paths to Greater Virtue Bucaro, Frank (November, 2005)

How Do You Spell Success - E-T-H-I-C-S Bucaro, Frank (January, 2003)

In Praise of Win-Win Negotiations Brodow, Ed (March, 2007)

Morals and Ethics - False Milestones in Negotiation Ionescu, Radu (September, 2005)

Negotiation as a Paradigm for Business: Ethical Negotiations Lead to Ethical Business Cohen, Steven P. (October, 2002)

Negotiation Ethics Craver, Charles B. (November, 2005)

Negotiation Ethics: A Matter of Common Sense Cohen, Steven P. (September, 2004)

Negotiators Gaining from Training: Publishing Hostage and Barricade Situations, and the Ethical Concerns Greenstone, Dr. James L. (September, 2011)

Review of: What's Fair: Ethics for Negotiators By Carrie Menkel-Meadow and Michael Wheeler (San Francisco, California: Jossey-Bass, 2004) Baker, John D. (April, 2004)

Sales Ethics: Oxymoron or Opportunity Bucaro, Frank (June, 2004)

What Do You Do? Bucaro, Frank (June, 2003)

Negotiation Preparation

Get a Head Start in Negotiations Garner, Eric (May, 2007)

Negotiate How You Negotiate Latz, Marty (December 2011 - January 2012)

Negotiation Research

Governance - What Governance? Cummins, Tim (April, 2007)

Promoting Cooperation Using Tit-For-Tat Peelle, Henry E. III, D.M. (February, 2006)

Review of: The Handbook of Negotiation and Culture Edited By Michele J. Gelfand and Jeanne M. Brett (Stanford University Press, 2004) Baker, John D. (May/June, 2005)

Negotiation Skills

Overview

Are You a 'Skilled' Negotiator? Hayman, Tom (February, 2007)

Ask The Negotiator: Being Firm in Negotiation does not Mean You Have to be Tough Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (September, 2004)

Be a Master Negotiator with Three Simple Steps Strelecky, John P. (September, 2007)

Can a Good Negotiator Really Make a Difference? Brodow, Ed (April, 2006)

Classic Negotiation Techniques Craver, Charles B. (February, 2007)

Effective Strategies for Dealing With Difficult People Latz, Marty (July, 2007)

Everything You Need To Be A Great Negotiator You Learned Before Kindergarten Craver, Charles B. (February, 2005)

How You Can Avoid Being Exploited In Negotiations Latz, Marty (August, 2005)

Improving Your Negotiating Skills: Tips learned in the Trenches Wachtel, David (April, 2005)

In Negotiation, The Past Has No Future Cohen, Steven P. (January, 2007)

Maintain Your Negotiation Skills Craver, Charles B. (May, 2006)

Master the Principles of Negotiations and Make Better Deals Garner, Eric (October, 2006)

Mind Games: Power, Personality and Emotion In Business Negotiation Fromm, Delee (April, 2006)

Negotiating Nonverbally: Try to Exploit "Tells," Giveaways, and Expressions Given-Off Goodman, Dr. Gary S. (June, 2007)

Negotiating With Yourself Shelton, JB (December 2011 - January 2012)

Negotiation Principles Merrington, Chris (June - July, 2011)

Nonverbal Signals and Negotiating Interactions Craver, Charles B. (April, 2007)

Nuances Of Negotiations Should Include Reciprocity, Concessions Latz, Marty (August, 2006)

Olympic Games Offer Golden Rules For Negotiators Latz, Marty (June, 2006)

Staying On Top During Price Negotiations Lax, David A. ; Sebenius, James K. (February, 2007)

The ABCs of Negotiation Ploys and Tactics Garner, Eric (July, 2006)

The Global Negotiator - 4 Critical Elements Kozicki, Stephen (March, 2005)

The Impact of Psychological Factors On Negotiation Interactions Craver, Charles B. (August, 2011)

The Power Of An Apology Craver, Charles B. (August, 2007)

The Role of Power in Negotiation Stark, Peter B. (June - July, 2011)

Timeless Principles To Steer You Through Negotiations Garner, Eric (August, 2007)

Why Negotiators Live Longer Brodow, Ed (July, 2006)

Coalitions, managing

Building and Maintaining Coalitions and Allegiances Throughout Negotiations Bracken, Lisa (March, 2006)

Communication Skills

Asking the Right Questions Tahir, Liz (March, 2007)

Become a Persuasive Negotiator Through Better Communication Bracken, Lisa (June, 2006)

Turn Objections into Concessions and Adversaries into Advocates in Corporate Negotiations Bracken, Lisa (August, 2006)

Communication Strategy

Become a Persuasive Negotiator Through Better Communication Bracken, Lisa (June, 2006)

Deciding whether to negotiate

Ask The Negotiator -- Everything is Negotiable Baker, John D. (February, 2004)

Ask The Negotiator: To Negotiate or not to Negotiate? That is the Question. Some thoughts on the decision criteria... Baker, John D. (November, 2004)

From Conflict To Resolution: When To Negotiate The Litigated Case Krivis, Jeffrey (March, 2003)

Terrorism and Negotiation Cohen, Steven P. (November, 2004)

Decision-making

How We Sometimes Fool Ourselves When Making Decisions Anderson, Kare (January, 2005)

Emotions, dealing with

Dealing With Your Emotions in Negotiations Fromm, Delee (November, 2005)

Emotion and Negotiation, Part I Fromm, Delee (November, 2007)

Emotion and Negotiation, Part II Fromm, Delee (December, 2007 - January, 2008)

Review of: Beyond Reason: Using Emotions as You Negotiate By Roger Fisher and Daniel Shapiro (New York: Viking, 2006) Baker, John D. (October, 2004)

The Most Powerful Manipulation Tool Ever: Time Ionescu, Radu (October, 2011)

Fairness, the appearance of

The Appearance of Fairness Craver, Charles B. (March, 2006)

Gathering Information

Power Negotiators Understand The Importance Of Gathering Information Dawson, Roger (June, 2002)

Goals, setting

Ask For More Than You Expect To Get Dawson, Roger (July, 2003)

Aspirations, Anchoring, and Negotiation Results Craver, Charles B. (October, 2005)

Goodwill

Three Tips For Building Goodwill During Negotiations Lax, David A. ; Sebenius, James K. (April, 2007)

Language

Are Many Great Nations Divided by A "Common" Language? Cohen, Steven P. (November, 2005)

Choose Language When Making Offers, Concessions Latz, Marty (May/June, 2005)

Metaphors, Analogies Are Useful, And Also Revealing Latz, Marty (October, 2005)

Review of: The Skilled Negotiator: Mastering the Language of Engagement (San Francisco: Jossey-Bass, 2004) Baker, John D. (June, 2004)

Leverage

Review of: Leverage: How to Get It and How to Keep It in any Negotiation By Roger Volkema (New York: AMACOM, 2006) Baker, John D. (May, 2006)

Listening

Listening Attentively Alessandra, Tony (May, 2003)

Sixteen Commonsense Listening Tips Alessandra, Tony (April, 2004)

The Forgotten Art of Listening Brodow, Ed (November, 2002)

The Power of Active Listening Brooks, Bill (July, 2003)

Location

Ask The Negotiator: The Critical Importance of Negotiation Location Baker, John D. (June, 2004)

Does Turf Matter? Negotiating Place Can Impact Deal Latz, Marty (November, 2003)

The Ideal Location for Negotiation: an Alternative View Sims, Jonathan (October, 2005)

Logistics

Ask The Negotiator: The Negotiator's Critical Role as Chief of Logistics Baker, John D. (March, 2003)

Media Management

Winning and Keeping Media Interest During Negotiations Bracken, Lisa (February, 2006)

Mental Attitudes

Attitude of Mind: A Key to Success and Failure in Negotiation Sims, Jonathan (May/June, 2005)

Negotiating schools
Collaborative/interest-based negotiation

How to Create Added Value Unt, Iwar (September, 2004)

Hypocrisy in Contracting Leads to Wasted Negotiation Cummins, Tim (May, 2011)

Review of: Gain the Edge! Negotiating To Get What You Want By Martin E. Latz (New York: St, Martin's Press, 2004) Baker, John D. (May, 2004)

Review of: Negotiate This! by Caring, But Not T-H-A-T Much By Herb Cohen (New York, Warner Books, 2003) Baker, John D. (January, 2004)

Review of: Negotiating Skills for Managers By Steven P. Cohen (New York: McGraw-Hill, 2002) Baker, John D. (November, 2002)

Review of: Negotiations Without a Loser By Iwar Unt (Copenhagen: Copenhagen Business School Press, 1999) Baker, John D. (January, 2003)

The Road to Collaborative Negotiation Cummins, Tim (July, 2007)

To Negotiatie or Not to Negotiate Brodow, Ed (June - July, 2011)

Improvisational Negotiation

Intelligent Negotiation

Review of: The Intelligent Negotiator By Charles Craver (Roseville, CA: Prima Publishing, 2002) Baker, John D. (May, 2003)

Negotiation Myths

The Myths of Negotiating Calero, Henry H. (March, 2005)

Opening negotiation

Ask the Negotiator: First Encounter - First Steps Baker, John D. (January, 2005)

Know Your Opening Lines Kuhlmann, Sandra Muse (December, 2002)

Negotiation: Common Ground Herweg, Sebastian (January, 2005)

Performance improvement and measurement

Assessing Negotiation Performance: The Three E's Baker, John D. (November, 2011)

How to Evaluate, Measure Negotiation Success Latz, Marty (October, 2004)

Reinventing Yourself as a Negotiator Shelton, JB (November, 2011)

The Importance of Post-Negotiation Evaluations Craver, Charles B. (November, 2011)

Three Fundamental Reasons Negotiators Fail Chevalier, Derrick (December, 2003)

Personality types

Maximizing Your Adaptability Alessandra, Tony (April, 2003)

The People Puzzle Alessandra, Tony (January, 2004)

Persuasion

Negotiation Persuasion Venter, Dr. David (December, 2004)

Persuasion: How to Get a 'Yes' Smallwood, Beverly (July, 2004)

Review of: Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion (New York: American Management Association, 2007) Baker, John D. (February, 2007)

Review of: The Five Paths To Persuasion: The Art Of Selling Your Message By Robert B. Miller and Gary A. Williams (New York: Warner Business Books, 2005) Baker, John D. (February, 2006)

Positional negotiation

Review of: Game, Set Match: Winning the Negotiations Game By Henry S. Kramer (New York: ALM Publishing, 2001) Baker, John D. (September, 2002)

Review of: Start With No By Jim Camp (New York: Crown Business, 2002) Baker, John D. (December, 2002)

Positioning

Being Your Own Advocate Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April/May, 2002)

Preparation

A New ICON for Negotiation Advice Wanis-St.John, Anthony; Lum, Grande (April, 2003)

Ask the Negotiator: Preparing to Handle Dirty Tricks Baker, John D. (January, 2003)

Ask The Negotiator: The Key to Negotiation Success is Preparation... Baker, John D. (March, 2006)

Ask The Negotiator: The Negotiator's Critical Role as Chief of Logistics Baker, John D. (March, 2003)

Ask The Negotiator: Third Party Negotiator ... Criteria Baker, John D. (July, 2003)

Prepare For The Moments That Define The Negotiation Latz, Marty (March, 2006)

Using Imagery As A Tool For Preparing For Negotiations Harris, Dave (April, 2007)

Process

The Negotiation Process Craver, Charles B. (May, 2004)

Understanding the other party

Know Thine Enemy Halpern, Richard G. (January, 2004)

Writing the agreement

What To Watch For When the Talking is Over and It's Time to Get the Deal in Writing Dawson, Roger (April, 2003)

Negotiator styles

Behavioral Styles in Negotiation Stark, Peter B. (October, 2011)

Do Unto Others: Respecting Your Counterpart's Negotiating Style Flaherty, Jane ; Stark, Peter B. (October, 2003)

Good Negotiating: Step Into Your Counterpart's Shoes Latz, Marty (December, 2003)

How You Can Avoid Being Exploited In Negotiations Latz, Marty (August, 2005)

Impact of Negotiator Styles on Bargaining Interactions Craver, Charles B. (March, 2004)

Understanding and Using Negotiation Approaches Cummins, Tim (February, 2004)

Where "Win-Lose" and "Win-Win" Negotiators Fall Short Lax, David A. ; Sebenius, James K. (July, 2007)

Size, equalizing

Ask the Negotiator: Small vs. Large Business: Equalizing the Negotiations Playing Field Baker, John D. (January, 2003)

Negotiation Strategy

Overview

Conflict: Don't Fight It, Manage It Garner, Eric (March, 2007)

Evolved Negotiations: A New, Blended and Broadened Approach to Influencing Conditions, Adversaries and Outcome Bracken, Lisa (October, 2011)

In Praise of Win-Win Negotiations Brodow, Ed (March, 2007)

Review of: Bargaining for Advantage: Negotiation Strategies for Reasonable People By G. Richard Shell (New York: Penguin Books, 2000) Baker, John D. (September, 2003)

Review of: On the Manner of Negotiating with Princes, By Francois de Callières (New York: Houghton Mifflin, 2000) Baker, John D. (August, 2003)

Buyer Strategy

Ask the Negotiator: Buyer Strategies for increasing leverage with Sellers... Schatzki, Michael (February, 2005)

Hidden agenda negotiation strategy

Managing The Shadow Negotiation Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April/May, 2002)

Review of: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining By Deborah M. Kolb, Ph.D. and Judith Williams, Ph.D. (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (April, 2003)

Review of: Negotiating at an Uneven Table By Phyllis Beck Kritek (San Francisco, CA: Jossey-Bas, 2002) Baker, John D. (January, 2003)

Leadership negotiation strategy

Negotiauctions strategy

Review of: DEALMAKING: The New Strategy of Negotiauctions By Guhan Subramanian (New York: W.W. Norton & Company, Inc., 2011) Baker, John D. (September, 2011)

Renegotiation strategy

Renegotiating with Integrity Freeman, Marc (January, 2007)

Renegotiating: A Critical Strategy in These Tough Economic Times Freeman, Marc (June, 2003)

Negotiation Techniques

Overview

Basic Principles Make You a Smarter Negotiator Dawson, Roger (December, 2002)

Focus on "Why" Rather Than "What" for Successful Negotiations Wachtel, David (November, 2003)

Influencing for Results Ionescu, Radu (May, 2004)

Negotiate Like "The Gambler" To Win Di Frances, John (October, 2003)

Rightness, Lies and Truth: Which is the Best Choice in Negotiation? Ionescu, Radu (January, 2005)

Ten Tips for Successful Negotiating Brodow, Ed (March, 2003)

Specific Techniques
Authority

Authority Limits Schatzki, Michael (April, 2004)

Concessions

The Value of a Service Goes Down Quickly Dawson, Roger (January, 2003)

Credibility, establishing

Credibility: 5 Ways To Make People Believe You Dawson, Roger (June, 2004)

Double-bracketing

Negotiation Blunders: Allowing Yourself to be Double-bracketed Halpern, Richard G. (October, 2003)

Flinch

How to Get More at the Bargaining Table? Learn to Flinch at Proposals Dawson, Roger (November, 2003)

Framing

Framing - An Important Negotiation Tool Venter, Dr. David (October, 2004)

The Lawsuit Market: A Thought Experiment to Reduce Framing Effects Goldman, Barry (March, 2005)

Going Public with Negotiation

Going Public Can Play Role in Outcome of Negotiations Latz, Marty (August, 2004)

Imaging

Painting Pictures Improves Negotiation Effectiveness Latz, Marty (June, 2004)

Positioning the other side

Negotiating Skills Give Both Players Part of the Win Latz, Marty (February, 2004)

Setting the Climate for Non-Confrontational Negotiation Dawson, Roger (July, 2004)

When Negotiations Stall, Position the Other Side For Easy Acceptance Dawson, Roger (September, 2002)

Price negotiation, dealing with

Ask the Negotiator: Buyer Strategies for increasing leverage with Sellers... Schatzki, Michael (February, 2005)

Ask the Negotiator: Getting Beyond Price Negotiation Baker, John D. (July, 2004)

Don't Pay List: Negotiating the Best Deal for Your Money Brodow, Ed (January, 2003)

Price Negotiations Are Dead. Long Live Price Negotiations Schatzki, Michael (September, 2003)

Staying On Top During Price Negotiations Lax, David A. ; Sebenius, James K. (February, 2007)

Stop Getting Squeezed by Your Customers Mayer, Jeffrey J. (February, 2005)

Ten Tips for Convincing the Buyer to Pay More Brodow, Ed (November, 2005)

When Your Prospect Says Your Price Is Too High Brooks, Bill (December, 2002)

When You're Negotiating, Money Isn't As Important As You Think Dawson, Roger (November, 2004)

Reluctant buyer

Learn To Play The Reluctant Buyer When You're Purchasing Dawson, Roger (March, 2004)

Silence

Perfecting the Art of Silence in Negotiating Tahir, Liz (December, 2007 - January, 200

Using Silence in a Negotiation Schatzki, Michael (July, 2005)

Splitting the difference

Why It's A Mistake To Offer To Split the Difference Dawson, Roger (November, 2002)

Time pressure

How Time Pressure Affects The Outcome Of A Negotiation Dawson, Roger (June, 2003)

Unethical tactics, dealing with

Ask the Negotiator: Preparing to Handle Dirty Tricks Baker, John D. (January, 2003)

Good Guy / Bad Guy Dawson, Roger (July, 2002)

How to Succeed When Working With Tactical Negotiators Wachtel, David (March, 2004)

Unethical Negotiating Gambits and How To Protect Yourself Against Them Dawson, Roger (July, 2002)

Walk-outs

Ask the Negotiator: 'To Walk-out or not to Walk-out?'Some thoughts on the decision. Baker, John D. (December, 2004)

Negotiation Training

Negotiation Training Overview

Improve the Skills of your Negotiators and Improve your Bottom Line Wachtel, David (July, 2003)

Electronic Negotiation Skills Training

e-Learning Negotiation Training: A Demonstration Ferguson, Bryan ; Ferguson, David (February, 2005)

Electronic Negotiation Support - a Look Behind the Curtain Ferguson, David (April/May, 2002)

Perceived Value: The "Real" Basis for Negotiation Ferguson, Bryan ; Ferguson, David (March, 2005)

The Fourteen Issues You Need to Consider in Every Negotiation Ferguson, Bryan ; Ferguson, David (April, 2005)

In-house Negotiation Skills Training

Ask The Negotiator: In-House Negotiations Training ... Books and More Baker, John D. (September, 2003)

International Negotiation Training

Ask The Negotiator - United Nations Conflict Negotiator ... Career Considerations Wanis-St.John, Anthony (August, 2003)

Legal Negotiation Skills Training

The JD Handicap: Logic Over Training in Settlement Negotiations Halpern, Richard G. (August, 2003)

Online Negotiation Skills Training

Ask The Negotiator: Online Master's Degree Negotiations Training Cohen, Steven P. (June, 2003)

Organizational Negotiation Training

Negotiation Training: Getting Your Money's Worth Asherman, Ira G. (August, 2011)

Review of: BUILT TO WIN: Creating a World-Class Negotiating Organization By Hallam Movius and Lawrence Susskind (Boston: Harvard Business Press, 2009) Baker, John D. (August, 2011)

Sales Negotiation Training

Ask The Negotiator: Sales Force Training in Negotiations -- Key Skill Components Baker, John D. (November, 2003)

Review of: Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion (New York: American Management Association, 2007) Baker, John D. (February, 2007)

Negotiation with Corrupt Officials

Negotiating With Extortionist Government Functionaries Horowitz, Bruce (September, 2007)

Negotiating With Extortionist Government Functionaries, Part 2: Legal, Logical, Moral and Emotional Barriers Horowitz, Bruce (October, 2007)

Negotiating With Extortionist Government Functionaries, Part 3: Preparing Yourself Horowitz, Bruce (November, 2007)

Negotiating With Extortionist Government Functionaries, Part 4 Horowitz, Bruce (December, 2007-January, 2008)

Nonverbal Communication

Actions Speak Louder Than Words Boe, John (November, 2005)

Hunting for Deception in Mediation - Winning Cases by Understanding Body Language Krivis, Jeffrey ; Zadeh, Mariam (June, 2006)

Negotiating Nonverbally: Try to Exploit "Tells," Giveaways, and Expressions Given-Off Goodman, Dr. Gary S. (June, 2007)

Nonverbal Negotiation Skills Stark, Peter B. (December 2011 - January 2012)

Nonverbal Signals and Negotiating Interactions Craver, Charles B. (April, 2007)

Reading Negotiators Like a Book Calero, Henry H. (February, 2005)

The Truth About Lying Boe, John (April, 2006)

Real Estate Negotiation

Ask The Negotiator: Owner Strategies for Opening Property Sale Negotiations with Tenants. Cohen, Steven P. (January, 2004)

Buyers Must Strategize in Today's Sellers' Market Latz, Marty (December, 2004)

Can a Good Negotiator Really Make a Difference? Brodow, Ed (April, 2006)

Renegotiation

"It's Not Business. It's Personal" Freeman, Marc (September, 2006)

Know When The Time Is Right To Renegotiate A Deal Latz, Marty (October, 2007)

Renegotiating as a Customer Freeman, Marc (August, 2007)

Renegotiating for Corporate Innovation Freeman, Marc (May, 2007)

Renegotiating: A Critical Strategy in These Tough Economic Times Freeman, Marc (June, 2003)

Review of: Renegotiate with Integrity: "It's Not Business, It's Personal" By Marc Freeman (Fairfield, Iowa: Freeman Business Books, 2006) Baker, John D. (June, 2007)

Rights Negotiation

Because It's Mine, That's Why Cohen, Steven P. (September, 2003)

Salary Negotiation

Ask The Negotiator: Career Change... Three Steps in Preparing for Salary Negotiations Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April, 2003)

How To Get The Salary You Want: Twelve Negotiation Tactics that Work Brodow, Ed (August, 2002)

Negotiating Salaries: Survey Results Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)

Review of: Salary Negotiation Tips for Professionals By Ron and Caryl Krannich (Manassas Park, Virginia: Impact Publications, 2005) Baker, John D. (February, 2005)

Salary Negotiation Coburn, Calum (April, 2004)

Why Don't People Get Paid What They're Worth? Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)

Sales Negotiation

Are You Winning over the Clients you Want or Losing Out? Potgieter, Jan (November, 2004)

Ask the Negotiator: Face to Face Negotiations -- Essential Major Account Expenses? Baker, John D. (May, 2003)

Ask the Negotiator: Getting Beyond Price Negotiation Baker, John D. (July, 2004)

Ask The Negotiator: Sales Force Training in Negotiations -- Key Skill Components Baker, John D. (November, 2003)

Collaborative Selling Alessandra, Tony (March, 2003)

How Do Your Customers Make Decisions? Karr, Ronald (May/June, 2005)

How Titans Establish Value Karr, Ronald (September, 2004)

How to Build and Foster Client Relationships in Times of Conflict and Mistrust Peel, Keith (August, 2003)

Managing the Sales Negotiation Process Schatzki, Michael (August, 2004)

Review of: The Negotiating Paradox: How to Get More by Giving More By Bernard Hale Zick (Dallas: Skyward Publishing, 2003) Baker, John D. (December, 2004)

Sales Ethics: Oxymoron or Opportunity Bucaro, Frank (June, 2004)

Seven Ways To Be An InValuable Resource Karr, Ronald (July, 2006)

Stop Getting Squeezed by Your Customers Mayer, Jeffrey J. (February, 2005)

The Stairs of Customer Loyalty Alessandra, Tony (August, 2003)

The Strategic Convergence of Negotiation and Sales Ayers, Andy ; Lum, Grande ; Wanis-St.John, Anthony (November, 2002)

Value Add Negotiating for Sales Professionals Schatzki, Michael (October, 2007)

Walking Away from a Sale Brodow, Ed (January, 2007)

What are the 12 Dumbest Things Salespeople Do? Meisenheimer, Jim (July, 2005)

Travel Negotiation

Ask the Negotiator: The price of mahjong sets varies...widely... Baker, John D. (April, 2005)

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