Download Chapter 1: Introduction: The Second Generation of Negotiation Teaching (126 KB)

Download Chapter 2: Negotiation as a Post-Modern Process (143 KB)

Download Chapter 3: Finding Common Ground in the Soil of Culture (162 KB)

Download Chapter 4: Reflective Practice in the New Millennium (151 KB)

Download Chapter 5: I’m Curious: Can We Teach Curiosity? (108 KB)

Download Chapter 6: Negotiating Your Public Identity: Women’s Path to Power (165 KB)

Download Chapter 7: You’ve Got Agreement: Negoti@ting via Email (203 KB)

Download Chapter 8: Addressing Partisan Perceptions (101 KB)

Download Chapter 9: Negotiation Nimbleness When Cultural Differences are Unidentified (139 KB)

Download Chapter 10: Culture – The Body/Soul Connector in Negotiation Ethics (141 KB)

Download Chapter 11: The Psychology of Giving and Its Effect on Negotiation (273 KB)

Download Chapter 12: Designing Heuristics: Hybrid Computational Models for Teaching the Negotiation of Complex Contracts (282 KB)

Download Chapter 13: Death of the Role-Play (247 KB)

Download Chapter 14: Negotiating Learning Environments (226 KB)

Download Chapter 15: Online Communication Technology and Relational Development (147 KB)

Download Chapter 16: Moving Up: Positional Bargaining Revisited (182 KB)

Download Chapter 17: What Really Happened in the Negotiation? (127 KB)

Download Chapter 18: Cultural Baggage When You “Win As Much As You Can” (126 KB)

Download Chapter 19: Outward Bound to Other Cultures: Seven Guidelines (180 KB)

Download Chapter 20: Minimizing Communication Barriers (153 KB)

Download Chapter 21: We Came, We Trained, But Did It Matter? (155 KB)

Download Chapter 22: Culture, Cognition and Learning Preferences (142 KB)

Download Chapter 23: Epilogue: The Committee to Make the Students Learn (69 KB)

Download Acknowledgements (49 KB)

Download About the Editors (48 KB)