Negotiating the Impossible

INDEX

3D Negotiation, 163 123

Agreement, 39–41

A

Adams, Gerry, 194–195

Adams, John, 52

Agreement on Ending the War and Restoring Peace in Vietnam, 103

Alexander II, 164

alternatives, analyzing, 162–163

ambiguity. See strategic ambiguity.

analysis-paralysis, 104

Aniston, Jennifer, 111

Anti-Federalists, 66

apologizing for offers, 36–37

appropriateness, logic of, 30–37

AS (active surveillance) for prostate cancer, 28–37

audience, preparing for your argument, 133–134

audience problem, 14

B

backing down from demands, 12–13

Barclay, Thomas, 52, 56–57

barriers to empathy, 142–143

behavior, explaining vs. justifying, 128, 141–142

boilerplate, 33–34

books and publications

3D Negotiation, 163

“The Agnostic Cartographer,” 181

Agreement on Ending the War ...