Letter ‘f ’ and ‘t’ after page number indicate figure and table, respectively.
anticipatory emotions, 9–10, 97
bargaining power, 49, 75, 92, 93, 97, 117, 120, 126, 127, 133
gender stereotypes, 75
legitimate negotiator, 80
positional bargaining, 49, 116
best alternative to a negotiated agreement (BATNA), 3, 19, 20–22, 21f, 32, 119–120, 127, 134
bond
building, processes in, 69f
bonding, 70
emotion, 70
empathy, 70
perception, 70
trust, 70
importance in negotiation, 69, 129
cognitive dissonance, 55–56, 121
communication, ...
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