Chapters in this book

1. Frontmatter i
2. Contents v
3. Preface vii
4. Chapter 1 The Game Has Changed 1
5. Chapter 2 Extreme Anchors 15
6. Chapter 3 50-50 Splits 33
7. Chapter 4 Value Creation as a Way of Life 46
8. Chapter 5 Negotiating Ethically 67
9. Chapter 6 Betting on the Future: The Role of Contingent Contracts 85
10. Chapter 7 The Context of Disputes 97
11. Chapter 8 Transacting Online 112
12. Chapter 9 Beyond Two Negotiators 126
13. Chapter 10 Changing the Game 144
14. Chapter 11 Your Decisions in Negotiation 161
15. Chapter 12 Them 177
16. Chapter 13 Preparation in Context 192
17. Gratitude 201
18. Notes 205
19. Index 217