Majority rule

• explanation of, 213

• voting and, 213–215

Mandatory negotiations, 108

Manipulation, 363–364

Marginalization, 276

Market pricing, 144

Med-arb, 109

Mediation. See also Third-party intervention

• cultural orientation and, 257

• function of, 108, 360–362

• gender and, 364

• preferences related to, 364

Mediation-arbitration (med-arb), 362 . See also Third-party intervention

Mental model of negotiations

• cost-benefit analysis as, 179

• explanation of, 2, 174

• game playing as, 179

• haggling as, 174

• partnership as, 179

• problem solving as, 180

Mere contact strategy, 240–241

Mere exposure effect, 131

Merit-based rule. See Equity rule

Microexpressions, 356–357

Microsoft, 1

Millennials, 3

Mimicry, 134

Minitrials, 109

Mirroring, 134

Miscommunication, 135 . See also Communication

Misrepresentation, 151

Misrepresentation, of reservation point, 51

Mixed-motive enterprise, 13

Monolithic parties, 26

Moods, 112, 117

Motivated communication, 358

Motivation

• epistemic, 78, 99

• impact on lying and deception, 357–358

Motivational styles

• assessment of, 93–96

• clashes between, 99

• convergence and, 99

• strategic issues concerning, 96–99

• types of, 93

Multiattribute utility technique (MAUT), 329–330

Multiparty negotiations

• analysis of, 209–210

• dealing with coalitions and, 211

• explanation of, 211

• formulating trade-offs and, 212

• key strategies for, 215–217, 242–244

• voting and majority rule and, 214–215

Multiple audience problem, 212

Multiple-offer strategy, 82–83

Multistep negotiation procedure, 108

Myopia, 147