The document discusses different negotiation styles such as positional bargaining, principled negotiation, and integrative bargaining. It also mentions academic research on how the value of "no" in a negotiation depends on one's best alternative if an agreement cannot be reached. Finally, it notes the importance of negotiation training to help people plan negotiations, improve strategies and tactics, and enhance outcomes.

1. The Great Negotiation Hoax

2. Positional Bargaining Revisited

4. Principled Negotiation

5. The Right Way to Negotiate Principled Negotiation Positional Bargaining Integrative Distributive Cooperative Competitive Collaborative Adversarial Win-Win Win-Lose Non Zero Sum Zero Sum Interests Positions

6. Back to Common Sense I refute it thus.

7. The Invisible Hand Economic agents seek to maximize their utility

8. One Size Fits All

9. Ryanair $28 million

10. Emirates $36 million $23 million

14. Harvard Negotiation Project