eBay, 30

Economic Community of West African states (ECOWAS), 364

Economic issues, 4

Effectiveness, 67

Egalitarianism, 258

Egalitarianism-hierarchy

• explanation of, 247, 248, 258–261

• face concerns and, 260–261

• negotiation communication and, 261

• relationship network and, 260

• representative choice and, 260

Egocentric bias, 64, 231, 357

Egocentrism

• development of, 66–67

• explanation of, 6

• fairness issues and, 62–66

80-20 rule, 12

Embedded relationships

• business dealings and, 146–147

• explanation of, 141, 146

• pitfalls in, 147

Emblems, 349

Emotional conflict. See Personal conflict

Emotional intelligence (EQ)

• explanation of, 118–119

• negotiated outcomes and, 118–119

Emotional style questionnaire, 114

Emotional styles, 113

Emotions

• at bargaining table, 119–120

• cultural orientation and, 252, 255

• in embedded relationships, 147

• explanation of, 112–113

• genuine vs. strategic, 112–113

• negative, 113–117

• positive, 117–118

• suppression of, 120

Empathy, 76

Endowment effects, 23

e-negotiations, 314–315, 318

Epistemic motivation, 78, 99

Equal-concession negotiation, 74

Equal division principle, 221

Equality, 64–65

Equity principle, 221

Equality rule

• explanation of, 54

• friends and, 144

“Equal shares” bias, 217

Equilibrium outcome, 282

Equity

• function of, 58–59

• psychological, 60

• restoration of, 59–60

Equity formula, 59

Equity rule, 54, 55, 144

Escalation dilemmas, 304

Escalation of commitment process, 303–307

Ethical issues

• deception as, 50–52

• lying as, 50–52, 161–163, 166

• negotiating strategies presenting, 163–164

• sins of omission and commission as, 166, 167

Ethnocentrism, 268–269

Even splits, 12, 70

Even split technique, 50

Everyman’s utility function (EU), 337

Exchange norms, 142

Exit bias, 315

Expanding the pie. See also Win-win negotiations

• cultural orientation and, 264–265, 272

• explanation of, 181

Expectations, 85

Expected utility principle

• diminishing marginal utility and, 337

• explanation of, 337

• risk-taking and, 338–339

Expected utility theory, 331–332

Expected value principle, 335–336

Explicit negotiations, 278

Expressiveness, 352–353

Extremism, 238

Extremity effect, 340

Eye contact, 349, 357