Backward induction, 283
Bad apples, 135
Bargaining. See also Negotiations
competitive, 163
distributive, 215
integrative, 215–216
sequential, 217
symmetric, 345–346
Bargaining surplus
achievement of, 41
explanation of, 40
first offers and, 46
Bargaining theory. See Nash bargaining theory
Bargaining zone
agents and, 224
bargaining surplus and, 40
explanation of, 39
first offers in, 46
negative, 40
negotiator’s surplus and, 41
positive, 39, 40, 365
Bartender problem, 178, 207
Base rates, 190
BATNA (Best Alternative To a Negotiated Agreement)
assessment of, 43, 151, 371
commitment to, 15, 306
function of, 15, 68, 163, 369
of other party, 26, 37
as power source, 150–152, 258
premature concession and, 19
researching other party’s, 44
reservation point and, 16, 43
revealing information about, 43–44, 78, 150, 170–171, 223, 226–227, 374
risk and, 21–22
sacred issues and, 267
sunk costs and, 16–18
time sensitive nature of, 15, 32–34
BATNA risk, 21–22
Behavior monitoring, 298–299
Behind-the-table-barrier, 228
Beirut Massacre (1982), 366
Betting decision, 175, 204
Betweenness axiom, 334
Bias
affiliation, 269
agreement, 217
common information, 234
confirmation, –, 202
conflict, 366
dispositionalism and, 257
egocentric, 64, 231, 357
equal shares, 217
exit, 315
flaming, 315–316
getting to yes, 226
hindsight, 192
hostile media, 366–367
in-group, 237–238
out-group homogeneity, 239–240
overconfidence, 367
sinister attribution, 316
Biased punctuation of conflict, 267–268
Bilateral concessions, 48
Binding versus nonbinding contracts, 291–292
Black-hat/white-hat (BH/WH) negotiators, 49
Blaming, 292
Blaming-the-victim attributions, 192
Blind justice. See Equality rule
Body movements, 349, 357
Boulwarism, , 46
Bounded ethicality, 168
BP Deepwater Horizon oil disaster, –
Brainstorming
explanation of, 201
guidelines for, 201
solitary, 216
Brainwriting, 216
Breach, 135
Bridging, 181–182
Business
dynamic nature of,
as social dilemma, 280
Businesspeople, 144–146
