Walgreens, 182

Walmart, 82

Walt Disney, 12

Water jugs problem, 175–176, 205

Water lilies problem, 178, 207

Welfare-based allocation. See Needs-based rule

White-hat/black-hat (WH/BH) negotiators, 49

Whole Foods, 58

WikiLeaks, 308

Winner’s curse, 13–14, 46

Win-win negotiations

• assessing potential of, 70–72

• effective strategies for, 75–88

• explanation of, 70

• false conflict and, 73

• fixed-pie perception and, 73

• integrative agreements and, 71–72, 88–90

• logrolling and value-added trade-offs, 81

• presettlement settlements and, 87–88

• relationships and, 140–141

• strategies for, 74–75

• training in, 368

Wise counselor, 108

Women. See also Gender

• accountability and, 229

• at bargaining table, 155–157

• nonverbal communication and, 350–351

Words/phrases, as emotional triggers, 121

World War II, 270