Package deals, 81

Panorama Software, 26

Paralinguistic cues, 349

Paranoia, 322

Paraphrasing, 107

Pareto-efficient frontier, 344–345

Pareto-optimal frontier, 344–345

Particularism, 123

Parties

• BATNA and, 26

• explanation of, 26

• interests and positions of, 26

• monolithic, 26

Partnership model, 179

Passive misrepresentation, 162

Pepsi, 286

Perceived power, 150

Peripheral route persuasion tactics

Perseverance effect, 191

Personal conflict, 129

Personal escalation dilemmas, 304

Personal power, 152

Person in a room decision, 175, 204

Perspective taking, 75–76

Physical presence, 132

Pie slicer profiles, 64

Pie slicing. See Distributive negotiations

Pie Slicing and Satisfaction 67–68

Pigpen problem, 178, 207

Pivotal power, 221

Place-time model of social interaction

• different place, different time and, 314, 318

• different time, same place and, 313–314

• explanation of, 309–310, 327

• face-to-face communication and, 310–311

• same time, different place and, 312

Positional negotiators, 14, 19

Positions, lying about, 162

Positive bargaining zone, 39, 40, 365

Positive emotion

• effect of, 117–118

• explanation of, 112, 113, 117

Possibility effect, 339

Postdispute analysis/feedback, 110

Postsettlement settlement strategy, 87–88

Posture, 349

Potential power, 150

Power

• of alternatives, 150–152

• analysis of, 150–151

• asymmetric relationships, 152

• BATNA as source of, 150–152, 260

• explanation, 150, 154

• focus on, 100, 101

• information technology and, 318–320

• negotiation and, 152

• nonverbal cues to transmit, 351–352

• perceived, 150

• personal, 152

• pivotal, 221

• potential, 150

• realized, 150

• of reciprocity, 99

• symmetric relationships, 152

• tactics, 150

• verbal and nonverbal skills of, 158

• vs. status, 154–155

Power-based approach

• application of, 103–104

• costs associated with, 110

• explanation of, 101

• strategies to refocus, 105–110, 111–112

• third-party interventions and, 109

• types of, 104

• when to use, 110–111

Power distance, 260–261

Power tactics, 150

Pratt Whitney, 81

Preferences, 162

Premature concessions, 19, 47, 72

Preparation. See Negotiation preparation

Preparation phase of problem solving, 200

Presettlement settlements (PreSS)

• explanation of, 87

• search for, 88

Primary status characteristics, 154

Primary table, 229

Principal-agent negotiations

• advantages of, 223

• disadvantages of, 224–226

• explanation of, 223–224

• strategies for working with, 226–227

Pringles, 2

Priorities, 162

Prisoner’s dilemma

• decision making in, 281–282

• explanation of, 280–288, 294

• psychological analysis of tit-for-tat and, 284–288

• rational analysis in, 282–284

• risk and, 294

Privatization, 299

Probability

• crossover, 340

• estimation of, 203

• risk and, 332

Probability weighting function, 340–341

Problem solving. See also Decision making

• explanation of, 180

• rational model of, 200–201

• steps in, 199–200

• threats to, 185–195

Procedural justice, 60–61

Process control, 363

Process intervention, 106

Proctor and gamble, 2

Propinquity effect, 132

Proportionality of contributions principle. See Equity rule

Prospect theory, 340

Prototypes, 246

Pseudosacred, 267

Pseudostatus characteristics, 154

Psychological contracts, 300

Psychological distancing model, 310

Psychological equity, 60

Psychological strategies, to maximize cooperation, 297, 299–303

Psychological trust-building strategies

• flattery as, 133–134

• mere exposure effect as, 131

• mimicry and mirroring as, 134

• physical presence as, 132

• reciprocity as, 132–133

• schmoozing as, 133

• self-affirmation as, 134

• similarity as, 130–131

Public goods dilemmas, 295

Punctuation, 267–268

Punishment, 302