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Negotiation Analysis: An Introduction 1

Rethinking Preparation in Negotiation 17

Dealmaking Essentials 35

Two Psychological Traps in Negotiation 55

How to Frame a Message: The Art of Persuasion and Negotiation 65

Errors in Social Judgment: Implications for Negotiation 73

Breakthrough Bargaining 83

Building Coalitions 95

Six Habits of Merely Effective Negotiators 105

Dynamic Negotiation: Seven Propositions 117

For Further Reading 137

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