Special Issue
Article
Table of Contents for Volume 87, Issue 4
Marquette University
Introduction: Catching Up wit the Major-General: The Need for a "Canon of Negotiation"
Chrisopher Honeyman and Andrea Kupfer Schneider
Action Science: Action Science and Negotiation
Michael Moffitt and Scott R. Peppet
Agency: Teaching Negotiators to Analyze Conflit Structure and Anticipate the Consequences of Principal-Agent Relationships
Jayne Seminare Docherty and Marcia Caton Campbell
Apology: The Role of Apology in Negotiation
Jennifer Gerarda Brown
Aspirations: Aspirations in Negotation
Andrea Kupfer Schneider
Contingent Agreements: Agreeing to Disagree About the Future
Michael Moffitt
Creativity: Creativity and Problem-Solving
Jennifer Gerarda Brown
Culture: Culture and Negotiation: Symmetrical Anthropology for Negotiators
Jayne Seminare Docherty
Decision Analysis: Decision Analysis in Negotiation
Jeffrey M. Senger
Emotions: Emotions in Negotiation: Peril or Promise?
Daniel L. Shapiro
Ethics: The New Canon of Negotiation Ethics
Kevin Gibson
Fairness: Perceptions of Fairness in Negotiation
Nancy A. Welsh and Nancy Welsh
Framing: What's in a Frame (That Which We Call a Rose by Any Other Name Would Smell as Sweet)
Marcia Caton Campbell and Jayne Seminare Docherty
Game Theory: Game Theory Behaves
David Sally
Heuristics: Heuristics and Biases at the Bargaining Table
Russell Korobkin and Chris Guthrie
Identity: Identity is More Than Meets the "I": The Power of Identity in Shaping Negotiation Behavior
Daniel L. Shapiro
Impact Bias: The Impact of the Impact Bias on Negotiation
Chris Guthrie and David Sally
Influence: Principles of Influence in Negotiation
Chris Guthrie
Law of Bargaining: The Law of Bargaining
Russell Korobkin, Michael Moffitt, and Nancy Welsh
Metaphors: Narratives, Metaphors, and Negotiation
Jayne Seminare Docherty
Negotiation as One Among Many Tools
Jennifer Gerarda Brown, Marcia Caton Campbell, Jayne Seminare Docherty, and Nancy Welsh
Three Conceptions of Power
Jayne Seminare Docherty, Russell Korobkin, and Christopher Honeyman
Team Negotiations
David Sally and Kathleen O'Connor