Index

A

  1. Action planning steps
  2. Active listening
  3. Addicted negotiator
  4. Adversaries. See Enemies
  5. Agreement, points of
  6. Air traffic controllers
  7. Albright, Madeleine
  8. Alderson, Sandy
  9. Allies
  10. Alomar, Roberto
  11. Alternatives
  12. Amiable negotiator
  13. Analytic personality
  14. Angelos, Peter
  15. Anger
  16. Answers
  17. Anxious negotiator
  18. Apartheid
  19. Apathetic negotiator
  20. Aramark
  21. Arbitration
  22. Aristocratic negotiator
  23. Arms summit
  24. Asking questions
  25. Attanasio, Tony

B

  1. Bacon, Francis
  2. Bain & Company
  3. Baltimore Orioles
  4. Baltimore Police Department
  5. Baltimore Ravens
  6. Baltimore Symphony Orchestra
  7. Barriers, removing
  8. Barshefsky, Charlene
  9. Baseball
  10. Basketball
  11. Bedtime negotiation
  12. Begin, Menachem
  13. Bell, Alexander Graham
  14. Benefit, mutual
  15. Best offer. See First offer
  16. Bias
  17. Bids, sealed
  18. Binding arbitration
  19. Bisciotti, Steve
  20. Blackstone, Mike
  21. Bonding,
    1. exercise
    2. faux
    3. practice
    4. rules
  22. Bottom line
  23. Bradley, Bill
  24. Brainstorming
  25. Brinkman, Joe
  26. Bronner, Jim
  27. Bulls (Chicago)
  28. Burwell, Bryan

C

  1. Camp David Peace Accords
  2. Carter, Jimmy
  3. Case study:
    1. deadlocks
    2. proposal writing
    3. situationally difficult encounters
    4. Sur-Real Sales Challenge
    5. Wimp-Wimp negotiations
    6. WIN-win negotiation
    7. World Series
  4. Casserly, Charlie
  5. Change
  6. Chicago Bulls
  7. Cialdini, Robert
  8. Cialdini's Law of Reciprocation
  9. Circus
  10. Clinton, Bill
  11. Cochran, Jeff
  12. Cochran's Law of Deflation
  13. Commerce of information
  14. Communication
  15. Compensation, deferred
  16. Concerns, acknowledging
  17. Concessions
  18. Confidence
  19. Confucius
  20. Conversations, exploratory
  21. Counterproposals
  22. Creativity
  23. Credit card company
  24. Criteria, external
  25. Curie, Madam Marie
  26. Customer retention

D

  1. Deadlines
  2. Deadlocks,
    1. tools used to break
  3. Deal fever
  4. Dealmaking
  5. Defeat
  6. Deferred compensation
  7. Deflation
  8. De Klerk, F.W.
  9. Delivery
  10. Depersonalization
  11. Dessen, Sarah
  12. Devil's advocate
  13. Distrust
  14. Drafting
  15. Duncan, Tim

E

  1. Economic impact
  2. Economy of scale
  3. Ego
  4. Emotions,
    1. neutralizing
  5. Empathy
  6. Enemies
  7. Engagement
  8. Entrenched positions
  9. Epictetus
  10. Exasperation
  11. Expectations
  12. Exploratory conversations
  13. External criteria
  14. Extroverts
  15. Eye contact

F

  1. Facebook
  2. Farmer/farmland
  3. Faux bonding
  4. Fehr, Don
  5. First offer,
    1. encouraging the other side to make
  6. Flattery, false
  7. Football
  8. Frankel, Ryan
  9. Franklin, Benjamin
  10. Free agency

G

  1. Gain, ultimate
  2. Gatti, Joe
  3. Gilbert, Sean
  4. Gilhooley, Bob
  5. Gillick, Pat
  6. Ginobli, Manu
  7. Goals,
    1. expanding
    2. highest
    3. identifying
    4. losing sight of
  8. God
  9. Good will
  10. Google
  11. Gorbachev, Mikhail
  12. Growth, revenue
  13. Guilt

H

  1. Habits
  2. Harris, Kelly
  3. Hendricks, Randy
  4. Herwald, Kurt
  5. Highest goals
  6. Hirschbeck, John
  7. “Hit and run” negotiations
  8. Hock, Dee
  9. Hoffberger, Jerold “Chuck,”
  10. Horse trading
  11. Hunt's tomato sauce
  12. Hurston, Zora Neale
  13. Hypothesis

I

  1. “I Lose— You Win” negotiation
  2. Impact, economic
  3. Inexperience
  4. Information:
    1. checklist
    2. commerce of
    3. gathering
    4. sources of
  5. Instagram
  6. Instant gratification
  7. Insults
  8. Intangibles
  9. Interests,
    1. identifying
    2. maximizing
    3. satisfying
  10. Interrogation vs. interview
  11. Interruption quotient
  12. Interview vs. interrogation
  13. Intimidation
  14. “I Win— You Lose” negotiation,
    1. dissatisfied parties in

J

  1. Jackson, Phil
  2. Jacobs, Eli
  3. James, William
  4. Jankowski, Mark
  5. Jefferson, Thomas
  6. Jernigan, Dean
  7. Justification

K

  1. Keeping Faith (Carter)
  2. Kelleher, Herb
  3. Kennedy, John F.
  4. Knowledge
  5. Knowledge network
  6. Korte, Diana

L

  1. Labor dispute, baseball
  2. Lenhart, Todd
  3. Levine, Randy
  4. Lincoln, Abraham
  5. LinkedIn
  6. Listening,
    1. checklist
    2. learning how
    3. test
  7. Location
  8. Long run
  9. Lose-in-order-to-win negotiation
  10. Lose-lose negotiations
  11. Lucchino, Larry

M

  1. MacPhail, Andy
  2. Major League Baseball Owners
  3. Major League Umpires Association
  4. Mandela, Nelson
  5. MBNA
  6. Mechanisms, objective
  7. Mediation
  8. Meet-and-bond style
  9. Mercer, Johnny
  10. Middle East peace talks
  11. Miller, Jon
  12. Mindreading
  13. Minnnesota Twins
  14. MLB (Major League Baseball)
  15. Modell, Art
  16. Munger, Charlie
  17. Munger's Law of Justification
  18. Murray, Eddie Clarence

N

  1. Namath, Joe
  2. National Football League. See NFL (National Football League)
  3. National Labor Relations Board (NLRB)
  4. Navratilova, Martina
  5. NBA (National Basketball Association)
  6. Negotiation(s),
    1. assessment questionnaire
    2. biggest roadblock to success
    3. and deadlocks
    4. dealing with difficult negotiators
    5. difficult
    6. against God
    7. key subjects of
    8. “no deal is the best deal,”
    9. preparation phase (see Preparation)
    10. probing phase (see Probing)
    11. proposal phase (see Proposal)
    12. real estate
    13. and relationship building
    14. and results
    15. risk
    16. strengthening team
    17. systematic approach
    18. toolbox
    19. from weakness
    20. what it can be
    21. what it is
    22. what it isn't
  7. Networking
  8. Neubauer, Joe
  9. News Radio (TV show)
  10. NFL (National Football League)
  11. “No deal is the best deal” negotiation
  12. Numbers and Letters Game

O

  1. Objections, overcoming
  2. Objective mechanisms
  3. Observation
  4. O'Connor, Sandra Day
  5. Opportunists
  6. Options, power of
  7. Orioles (Baltimore)

P

  1. Pain, removing
  2. Palermo, Steve
  3. Parker, Dave
  4. Parker, Tony
  5. Participation
  6. Past, power of
  7. Peace talks, Middle East
  8. PEP (participate, engage, personalize)
  9. Perfecting Your Pitch (Shapiro)
  10. Personality traits
  11. Personalization
  12. Perspective, new
  13. Peters, Hank
  14. Pharmaceutical sales
  15. Phillips, Richie
  16. Pilot's Checklist
  17. Pinterest
  18. Pitch
  19. Pizza Hut
  20. Pohlad, Carl
  21. Police
  22. Position phase
  23. Post-Negotiation Assessment Questionnaire
  24. Potential
  25. Power of Nice:
    1. expected objectives
    2. philosophy
  26. Power of options
  27. Power of the past
  28. Pragmatists
  29. Precedents
  30. Preparation,
    1. and difficult negotiators
    2. how to
    3. insufficient planning
    4. personal feelings about
    5. readiness quiz
    6. system for
    7. why people don't do it
  31. Preparation Checklist,
    1. sample
    2. template for
  32. Probing,
    1. don'ts of
    2. overcoming resistance to
    3. readiness quiz
    4. W.H.A.T.? technique
  33. Problem solving
  34. Proposal,
    1. case study
    2. three rules behind
  35. Psychology of Influence, The (Cialdini)
  36. Publisher-Agent Game
  37. Puckett, Kirby

Q

  1. Questions, asking

R

  1. Rajneesh, Bhagwan Shree
  2. Ravens (Baltimore)
  3. Reagan, Ronald
  4. Real estate sales
  5. Reality checks
  6. Rebonding
  7. Reciprocation
  8. Redskins (Washington)
  9. Reference sources
  10. Refocusing technique
  11. Reich, Tom
  12. Rejection
  13. Relationships:
    1. building
    2. tools for building
    3. value of
  14. Restatement technique
  15. Return-on-effort
  16. Revenue growth
  17. Rewards
  18. Rhett, Errict
  19. Ringling Brothers and Barnum & Bailey Circus
  20. Ripken, Cal
  21. Risk
  22. Robinson, Brooks
  23. ROI (return on investment)
  24. Role playing
  25. Rosenhaus, Drew
  26. Rouse, Jim
  27. Ryan, Nolan

S

  1. Sadat, Anwar
  2. Sa'di
  3. Sales challenge
  4. San Antonio Spurs
  5. Sandberg, Sheryl
  6. Sarda, Kunal
  7. Saving face
  8. “Says who?” technique
  9. School ties
  10. Scripting
  11. Sealed bids
  12. Search engines
  13. Secrets
  14. Selig, Bud
  15. Shapiro Negotiations Institute (SNI)
  16. Shark Tank (tv show)
  17. “Show-me-how” technique
  18. Sidetracks
  19. Sinai
  20. Situationally difficult encounters
  21. Situation summary
  22. Skydiving
  23. “Slowing down” technique
  24. Social media
  25. Sotomayor, Sonia
  26. South Africa
  27. Southwest Airlines
  28. Spacey, Kevin
  29. Sports agency business
  30. Spurs (San Antonio)
  31. Stevens Aviation
  32. STORAGE USA
  33. Strategy
  34. Strengths
  35. Strikes:
    1. MLB
    2. symphony orchestra
    3. umpires
  36. Sullenberger, Sully
  37. Sunseri, Gus
  38. Super Bowl
  39. Sur-Real Sales Challenge
  40. Swanson, Dennis
  41. Swimming with Sharks (movie)
  42. Symphony orchestra

T

  1. Tacking
  2. “Take it or leave it” negotiation
  3. Team, negotiation
  4. “Tell me more” technique
  5. $10 Game
  6. 3 Ds process
  7. 3 Ps,
    1. as systematic approach to negotiations
  8. Time-outs
  9. Trade
  10. Truman, Harry S.
  11. Trump, Donald
  12. Trust
  13. Truth and Reconciliation Commission
  14. Twain, Mark
  15. Twins (Minnesota)
  16. Twitter

U

  1. Ultimate gain
  2. Umpires, baseball
  3. Usery, William

V

  1. Value
  2. Value/Pay Grid
  3. Value swapping
  4. Van Buren, Abigail
  5. Victory
  6. Vincent, Fay
  7. Vulnerabilities

W

  1. Walkaway position
  2. Washington Redskins
  3. Weaknesses,
    1. perceived vs. real
  4. Welke, Tim
  5. W.H.A.T.? technique
  6. Williams, Edward Bennett (EBW)
  7. Wimp-wimp negotiations
  8. Win, maximizing
  9. Winfield, Dave
  10. Winfrey, Oprah
  11. Win-lose negotiations
  12. Win-win negotiations
  13. WIN-win negotiations,
    1. achieving
    2. case study
    3. obstacles
    4. reality of
    5. temptations
  14. Withdrawal
  15. Wooden, John
  16. World Series
  17. World Umpires Association (WUA)
  18. World Wars

Y

  1. Yahoo!
  2. “Yellow pad checklist,”
  3. “You cut— I choose” technique