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
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, –
Goals
common, 129
Goal-setting paradox, 46
Gold chain problem, 177, 206
Golden Rule, 170
Google, , 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