Acknowledgments

In negotiation, there is always a “hidden table,” or a group of people who are the real decision makers that might not be visible. This book is no exception. This book is lovingly dedicated to all the students who’ve suffered through my MBA and executive classes throughout the 20 years that I’ve been teaching. Their questions, provocations, and stories are echoed in this book. Larissa Tripp at the Kellogg Teams and Groups Center pulled together the drafts and made order out of chaos. Russ Hall did fantastic editing of my feeble drafts. My colleagues and collaborators, Max Bazerman, Jeanne Brett, Adam Galinsky, Shirli Kopelman, Laura Kray, Jeff Loewenstein, Kathleen McGinn, Don Moore, Michael Morris, Janice Nadler, Ashleigh Rosette, Elizabeth Seeley, and Judith White provided the intellect and enthusiasm to build a community of negotiation research that inspired this book. My family, Anna, Ray, Sam, and Bob, gives me the encouragement to keep on plugging when I did not feel like plugging any more.