How People Negotiate

I: Negotiation: Definition and Scope.- 1 Negotiating with an Artifact.- 2 Do Horses Negotiate?.- 3 Negotiation with the Self.- II: Problem Framing and Reference Points.- 4 Abraham and the Lord From the Bible.- 5 Never Miss a Bargain.- 6 The Perfect Switch.- 7 The Beggar Needs a Better Life.- 8 Negotiating in the Deep Freeze.- 9 Co-Payment of a Traffic Ticket.- 10 Just a Small Thing.- 11 Young Girl's Wish.- III: Risk and Stress Management.- 12 Cycling in Beijing.- 13 Rahab and the Spies From the Bible, presented by Steven Brams.- 14 Tushratta' s Requests to the Pharaohs.- IV: Escalation and Entrapment.- 15 The Oyster and the Disputants.- 16 A Question of Patience.- 17 The Stupid Egg Seller.- 18 On the Back of a Camel.- V: Deception, Tricks, and Stratagems.- 19 Mrs. Sweetness.- 20 The Chinese Nephew Author unknown.- VI: Fairness.- 21 The Password.- 22 Which Is My Half?.- 23 The Faustian Bargain Presented by Alexander Mehlmann.- VII: Power Issues.- 24 Selling and Buying Hahm in Korea.- 25 Resisting the Uniform.- 26 Did You Pay the Ferryman?.- 27 Encountering the "Green Visitors".- VIII: Cultural Issues and Identity.- 28 Restaurant Bargaining.- 29 Personal Encounters Abroad.- 30 A Sexually Demanding Husband and a Domineering Mother-in-Law.- IX: Third-Party Intervention and Mediation.- 31 Peace Negotiation in the New Guinea Highlands.- 32 Nyabeda Tragedy.- 33 The Case of the Lost Tooth.- 34 Negotiating within the Kinship Platform.- Conclusion.- References.