IBM, 208, 209, 228
Identification-based trust, 127
Illumination phase of problem solving, 200
Illusion of control, 169–170
Illusion of superiority, 169
Illusory conflict. See False conflict
Illusory correlation, 191–192
Illustrators, 349, 357
Impossibility theorem, 214
Impression management, 302
Incentives, cooperation and, 297–298
Incidents in Negotiation Questionnaire: SINS II SCALE, 165–166
Incubation
effects of, 200
explanation of, 199–200
Independence of irrelevant alternatives, 347–348
Indirect communication, 261–262. See also Direct-indirect
Individual decision making
riskless choice and, 329–331
risky choice and, 331–343
under uncertainty, 331
Individualism
explanation of, 247–249
power distance and, 260–261
Individualism-collectivism
cooperation and, 251–252
dispositionalism vs. situationalism and, 255–257
dispute resolution preferences and, 257–258
emotion and inner experience and, 255
explanation of, 247–250
in-group favoritism and, 252
negotiations and, 253–254
social loafing vs. social striving and, 252–255
social networks and, 250–251
Individualistic negotiators
effects of, 96, 99
explanation of, 93
Inductive reasoning, 84, 203
Inequity, 59–60. See also Equity
Inert knowledge problem, 186–189
Information
about reservation point, 42–45, 50–52
cultural orientation and communication of, 261–264
for integrative agreements, 76, 77
multiparty negotiations and management of, 215–216
negotiator exchange of, 79
Information pooling, 233
Information procedures, 109
Information technology
deception and, 318
intergenerational negotiation, 322–325
negotiation strategies and, 325–327
negotiator performance and, 317
paranoia and, 322
place-time model of social interaction and, 309–318
present state of,
rapport and social norms and, 321–322
risk taking and, 321
social networks and, 320–321 (See also Social networks)
status and power and, 318–320
trust and, 318
In-group bias, 237–238
In-group favoritism, 252
Inquisitorial adjudication, 257
Instagram, 38
Integration, 276
Integrative agreements. See also Win-win negotiations
friendship and, 142–143
information for, 76, 77, 263–264
issues in, 79–81
strategic framework for reaching, 88–90
Integrative negotiations. See also Win-win negotiations
decision-making model of, 88, 89
explanation of, 70
stages in, 88–90
Integrative self-efficacy, 119
Intercultural communication. See Cross-cultural negotiations
Interest-based approach
application of, 100–101, 107–108
cognitive processing and, 107
effects of, 105
explanation of, 100, 101
process intervention and, 106
strategies to refocus on, 105–110, 111–112
Interests
focus on, 100, 101, 107–108
misrepresentation of, 162
Intergroup negotiations
challenges of, 236–238
explanation of, 236
stereotyping in, 269
strategies to optimize, 238–242
Internal value conflict, 147
Interpersonal escalation dilemmas, 304–306
Interpersonal spacing, 349
Issues mix, 89
