Offers

• decision to make final, 52

• facts to support, 49

• function of counteroffers, 46–47

• making first, 46–47

• retraction of, 164

• value of, 84

One-shot decision, 282–283

One-shot negotiations, 27

Onyx Pharmaceuticals, 43

OPEC ( Organization of the Petroleum Exporting Countries), 294

Optimizing, 7

Organizations, interdependence within, 3–4

Oslo Accords (1993), 87

Outcome control, 363

Out-group homogeneity bias, 239–240

Overaspiring negotiators. See Positional negotiators

Overconfidence

• effect of, 25, 194–195

• ethics and, 170

Overconfidence bias, 367