淳化阁帖释文.二

Preface p. vii
Acknowledgments p. xi
Introduction to Rational Thinking in Negotiation p. 1
Common Mistakes in Negotiation
The Irrational Escalation of Commitment p. 9
The Mythical Fixed-Pie p. 16
Anchoring and Adjustment p. 23
Framing Negotiations p. 31
Availability of Information p. 42
The Winner's Curse p. 49
Overconfidence and Negotiator Behavior p. 56
A Rational Framework for Negotiation
Thinking Rationally about Negotiation p. 67
Negotiations in a Joint Venture: A Case Example p. 77
Rational Strategies for Creating Integrative Agreements p. 89
Simplifying Complex Negotiations
Are You an Expert? p. 105
Fairness, Emotion, and Rationality in Negotiation p. 116
Negotiating in Groups and Organizations p. 126
Negotiating Through Third Parties p. 140
Competitive Bidding: The Winner's Curse Revisited p. 152
Negotiating Through Action p. 160
Conclusion: Negotiating Rationally in an Irrational World p. 171
Notes p. 177
Index p. 192