Sacred, 267

Sacred values, 265–267

Saints, 64

Same time, different place mode of communication, 312

Satisfaction, 13, 70

Satisficing, 7

Scarce resource competition, 28

Schmoozing, 133, 326–327

SCO Group, 208

Secondary status characteristics, 154

Second table, constituent relationships and, 229

Secular values, 267

Selective attention, 194

Self-assessment, 13–26, 37

Self-affirmation, 134

Self-efficacy, 119

Self-enhancement, 58

Self-evaluation, accurate, 58

Self-fulfilling prophesy, 154

Self-improvement, 57–58

Self-reinforcing incompetence, 7–8

Separation, 276

Sequential bargaining, 217

Set effect, 193

Shapley model, 221

Short-term memory, 195

Side deals, 71

Similarity-attraction effect, 130

Simplicity, pie-slicing and, 67

Sinister attribution bias, 316–318

Sins of commission, 166

Sins of omission, 166, 167

Situational attribution, 135

Situationalism, 255–257

Smithfield, 106

Social comparison

• downward, 237

• explanation of, 56

• goals of, 57–58

• negotiation breakdown resulting from, 97–98

• self-interest vs., 57

• types of, 57

Social dilemmas. See also Tacit negotiations

• business as, 280

• cooperation building in, 297–303

• explanation of, 279, 294

• tragedy of the commons and, 294–295

• trust game, 291–293

• types of, 295–297

• ultimatum, 289–290

• volunteer, 293

Social interaction, place-time model of, 309–318, 327

Social loafing, 252

Social networks

• in business, 146

• capitalization on, 129

• cultural orientation and, 250–251

• information technology and, 320–321

• manipulation of, 163

• Social norms, 321–322

Social power, 152

Social sanctions, 302

Social status, 351

Social striving, 254

Solitary brainstorming, 216

Sony, 130

Spontaneous sending, 352

Star Wars, 241

Status

• explanation, 154–155

• information technology and, 318–320

• in negotiations, 154–155

• primary, characteristics of, 154

• pseudostatus, characteristics of, 154

• secondary, characteristics of, 154

• types of, 154

Stereotypes

• explanation of, 246

• gender, 155–157

• in intergroup negotiations, 269

Stick problem, 176, 205

Sticky ties, 147

Strategic risk, 20–21

Strategic voting, 214

Structural strategies to maximize cooperation, 297–299

Structured contingencies, 183–185

Subadditivity, 340

Subcertainty, 341

Subgame perfect equilibrium, 289

Subjective Value Inventory (SVI), 123–124

Suboptimal outcome, 39

Substantiation, 77

Substitutability axiom, 334

Suckers, 295

Sunk costs, 16–18, 307

Sunrise Metal Recycling, 81

Superiority, illusion of, 169

Superrationality, 288

Sure thing principle, 24–25

Surface-level transfer, 186

Surplus

• bargaining, 40

• negotiator’s, 41

Susan and Martha problem, 177, 206

Suspicion, 134

Swift trust, 145–146

Syllogisms, 201, 202

Symbolic conflict, 239

Symmetric bargaining, 345

Symmetric relationships, in power, 152