Gain-frame, 86

Gambler’s fallacy, 190

Game playing, 179

Game theoretic rationality

• explanation of, 343–344

• Nash bargaining theory and, 344–348

Game theory, 282–284, 289

Gender

• accountability and, 229

  • ambiguity and, 158

• constituency and, 158–159

• effect as bargaining table, 155–157

• initiating negotiations, 156–157

• mediation and, 364

• negotiations outcomes and, 155–156

• negotiators and, 97, 159

• nonverbal communication and, 350–351

• race discrimination and, 159–160

• stereotype regeneration, 157–158

• third-party dispute resolution and, 160

Gender stereotypes, 155–157

Generalizability, 67

General Motors, 54

Gestures, 349

Getting to yes bias, 226

Globalization, 4–5

Goals

• common, 129

• Goal-setting paradox, 46

Gold chain problem, 177, 206

Golden Rule, 170

Google, 1, 52, 149

Graduated reduction in tension (GRIT) model, 48

Grass-is-greener negotiators, 14

GRIT model, 241, 242, 286

Group negotiations. See Multiparty negotiations

Guanxi, 250