Chapter 1: Negotiation: Overview of Theory and Research. Leigh Thompson. Chapter 2: Bounded Awareness: Focusing Failures in Negotiation.
Max Bazerman & Dolly Chugh . Chapter 3: Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes. Maggie A. Neale &Alison R. Fragale . Chapter 4: Motive: The Negotiator's Raison d'être. Peter J. Carnevale & Carsten K.W. DeDreu. Chapter 5: Learning to Negotiate: Novice and Experienced Negotiators. Jeffrey Loewenstein & LeighThompson. Chapter 6: Bargaining with Feeling: Emotionality In and Around Negotiation. Bruce Barry,Ingrid Smithey Fulmer, & Nathan Goates . Chapter 7:Friends, Lovers, Colleagues, Strangers Redux: Relationships and Negotiations in Context. KathleenL.McGinn . Chapter 8: Negotiation, Information Technology, and the Problem of the Faceless Other. Janice Nadler & Donna Shestowsky. Chapter 9: A Cultural Analysis of the Underlying Assumptions of Negotiation Theory. Jeanne M. Brett & Michele Gelfand. Chapter 10: Gender in Negotiations: A Motivated Social Cognitive Analysis. Laura Kray & Linda Babcock