T

  • Tacit negotiations. See also Social dilemmas

    • commitment escalation and, 303–307

    • cooperation and defection and, 281–282

    • explanation of, 278

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

    • rational analysis and, 282–284

  • Target point

    • explanation of, 13

    • function of, 44–46

    • identification of, 13–14

    • reservation point vs., 16

  • Task conflict, 129

  • Taylor Law, 30

  • Team efficacy effect, 232

  • Team halo effect, 232

  • Team negotiations

  • Teleconferences, 326

  • Temporal synchrony bias, 314–315

  • Temptation, 357–358

  • Third-party advice, 170

  • Third-party intervention

    • arbitration as, 361

    • challenges of, 364–368

    • effects of, 35

    • explanation of, 360

    • key choice points in, 362–364

    • maintaining neutrality in, 367–368

    • mediation-arbitration as, 362

    • mediation as, 360–361

    • in power contests, 109

    • strategies to enhance, 368

  • Threats, 104

  • Time horizon, 33

  • Time-related issues

    • BATNA and, 15

    • for concessions, 49

    • costs and, 32–33

    • cultural perceptions of time, 275

    • deadlines and, 31–32

    • differences in time preferences, 86

    • distance and, 313–314

    • for integrative agreements, 75

    • time horizon and, 33

  • Time Warner Cable, 29

  • Tit-for-tat strategy

    • effectiveness of, 284–288

    • explanation of, 284

  • Touching, 349

  • Tradable environmental allowance (TEA), 299

  • Tradable permits, 299

  • Trade-offs

    • explanation of, 90

    • in multiparty negotiation, 212

    • scarce resource conflicts and, 267

  • Traditional arbitration, 361

  • Tragedy of the commons, 294–295

  • Transactional negotiations, 29

  • Transfer

  • Transitivity, 333

  • Transparency, illusion of, 79

  • Triangulation, 355

  • Trust

    • affective route to build, 129, 250

    • cognitive route to build, 129, 250

    • cultural orientation and, 250

    • deterrence-based, 125–126

    • game, 291–293

    • identification-based, 127

    • importance of, 125

    • information technology and, 318

    • knowledge-based, 126–127

    • psychological strategies to build, 130–134

    • rational and deliberate mechanisms to build, 127–130

    • repairing broken, 135–138

    • swift, 145–146

    • threats to, 134–135

  • Trust relationship grid, 127, 128

  • Tumor problem, 186–187, 193

  • Tunnel vision, 216

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