| Acknowledgments | p. xiii |
| The Joy of Detached Involvement | p. 1 |
| A Gaming Mechanism | p. 3 |
| Voluntary Decision Making | p. 11 |
| An Other Worldly Undertaking | p. 13 |
| New Communication Approaches | p. 16 |
| Applying Conscious Inattention | p. 19 |
| Salvation by Negotiation | p. 31 |
| An Ageless Phenomenon | p. 33 |
| Familiarity Breeds Children | p. 36 |
| Getting Framed | p. 38 |
| Speed Kills | p. 40 |
| "Whahdja Say?" | p. 41 |
| Lend Me a Hand | p. 43 |
| Attuned to the Music | p. 45 |
| Abracadabra | p. 47 |
| A Hollywood Exegesis | p. 49 |
| An Attention Grabber | p. 52 |
| Axioms from Above | p. 54 |
| Bargaining with a Bastard | p. 56 |
| The Road Less Traveled | p. 59 |
| Negotiating with the Almighty | p. 61 |
| Playing the Game | p. 67 |
| Style Supersedes Substance | p. 69 |
| The Way of the Gipper | p. 73 |
| An Outsider's View | p. 75 |
| Less Is More | p. 77 |
| All's Right with the World | p. 80 |
| Equality-Valued or Tainted? | p. 83 |
| The Optimum Style | p. 88 |
| A Mixed-Motive Game | p. 99 |
| Labeling Is Disabling | p. 101 |
| Dial M for Money | p. 102 |
| It Ain't Necessarily So | p. 106 |
| When You're Up to Your Neck in Alligators, It's Easy to Forget That Your Original Objective Was to Drain the Swamp | p. 108 |
| Say Cheese | p. 112 |
| Believing Is Seeing | p. 115 |
| A Dynamic of Dual Desires | p. 116 |
| A Problem-Solving Process | p. 118 |
| Can't Anybody Here Play This Game | p. 122 |
| A Bargaining Formula | p. 125 |
| Setting Objectives | p. 127 |
| Making How Concessions | p. 129 |
| Open with Commonality | p. 131 |
| The Titanic Principle | p. 134 |
| The Ping-Pong Table Theory of Life | p. 138 |
| Broadening the Gauge | p. 142 |
| The Vail Condo | p. 144 |
| Make 'Em Work | p. 150 |
| You Owe Me an Apology | p. 153 |
| Closing the Deal | p. 157 |
| The Perceptual TIP | p. 165 |
| Perception Is Reality | p. 167 |
| The Personal Pimple Principle | p. 169 |
| Time and Timing | p. 171 |
| The Deadline Rule | p. 175 |
| Deadlines Precipitate Action | p. 176 |
| Inducing Concession Making | p. 187 |
| Deadlines Are Not Always Draconian | p. 189 |
| The Other Side Always Has a Deadline | p. 190 |
| Where Deadlines Are Not Equivalent | p. 191 |
| Where Deadlines Appear Identical | p. 192 |
| Patience Generally Pays | p. 193 |
| Remain Calm and Cool Under Fire | p. 195 |
| Information | p. 201 |
| Don't Wait for the Starter's Gun | p. 203 |
| Mapping Prior to the Formal Event | p. 205 |
| The Blessing of Giving | p. 207 |
| The Satisfaction Prescription | p. 211 |
| Expecting Little Diminishes Disappointment | p. 213 |
| Delusions About Dissatisfaction | p. 217 |
| Getting Information | p. 220 |
| Barriers to Obtaining Information | p. 222 |
| The Procuring Principles | p. 226 |
| Power | p. 231 |
| Defining Power | p. 235 |
| Perceiving May Be Deceiving | p. 236 |
| Power-Neutral and Often Neglected | p. 237 |
| You Gotta Believe | p. 240 |
| Sources of Power | p. 243 |
| Competition-Options | p. 245 |
| Legitimacy | p. 258 |
| Risking | p. 265 |
| Commitment | p. 268 |
| Persuasive Capacity | p. 276 |
| A Gaming Attitude | p. 285 |
| Expertise | p. 289 |
| Knowledge of Needs | p. 290 |
| Investment | p. 291 |
| Rewarding or Punishing | p. 292 |
| Identification | p. 294 |
| Morality | p. 295 |
| Precedent | p. 296 |
| Persistence | p. 297 |
| A Concluding Point About Power | p. 298 |
| Negotiating This ... And That | p. 301 |
| Terrorism-A Negotiation by Violent Means | p. 303 |
| Raising Children | p. 307 |
| The Game of Life | p. 321 |
| The Balance of Caring, but Not T-h-a-t Much | p. 325 |
| The Force Is Within You | p. 327 |
| Differentiate Yourself | p. 328 |
| Celebrate Each Day | p. 329 |
| Carter Went Against All Logic in Ruling Out Hostage "Expert," by Jack Anderson | p. 333 |
| The Mishandling of the Iranian Hostage Crisis | p. 336 |
| The Reality of Adversarial Negotiations | p. 349 |
| The Scourge of International Terrorism: Its Threat to America | p. 357 |
| Terrorism and the Media | p. 364 |
| Bibliography | p. 370 |
| Index | p. 375 |
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