Table of Contents

1. More Praise for Negotiating at Work
2. Title page
3. Copyright page
4. Preface
5. Introduction: Negotiating in the Shadow of Organizations
   1. Why This Book? And Why Now?
   2. Gender and the Negotiated Order
   3. Second-Generation Gender Issues
   4. Negotiating at Work: A Chapter Overview
   5. What's Good for Alicia Is Good for the Company
   6. Notes
6. About the Authors
7. PART ONE: PREPARING FOR n-NEGOTIATIONS
   1. 1: You Can't Get What You Want If You Don't Know What You Want
      1. Two Steps to Prep for Negotiating
      2. Challenges in Figuring Out What You Want
      3. Learn All You Can about the What and the Who
      4. Second-Generation Issues and Small Wins
      5. Notes
   2. 2: Recognizing Opportunities and Positioning to Negotiate
      1. Opportunities to Negotiate
      2. Getting in Your Own Way
      3. Positioning to Negotiate
      4. Taking Stock of Your Value
      5. BATNA: Positioning Yourself in Light of Alternatives to Agreement
      6. Second-Generation Issues and Small Wins
      7. Notes
   3. 3: Anchoring, Mindfulness, and Preparing for Problem Solving
      1. Mutual-Gains Problem Solving in n-Negotiations
      2. Domination, Compromise, Integration: It All Started with a Woman
      3. Creative Options and the Anchoring Effect
      4. Preparing to Negotiate: Focusing on Concerns
      5. Preparing to Negotiate: Being Mindful
      6. Second-Generation Issues and Small Wins
      7. Notes
   4. 4: Getting Negotiations off the Ground
      1. Prenegotiation Techniques Depend on the Context
      2. Two Ways to Get Negotiations Started
      3. An Iron Fist in a Velvet Glove
      4. Enlisting Allies
      5. Second-Generation Issues and Small Wins
      6. Notes
8. PART TWO: PUTTING n-NEGOTIATIONS INTO PRACTICE
   1. 5: Building Rapport and Shifting Gears: The Power of a Good Opening
      1. Openings Work Differently in n-Negotiations
      2. Building Rapport
      3. Shifting Gears
      4. Discovering the Other Person's “Good Reasons”
      5. Second-Generation Issues and Small Wins
      6. Notes
   2. 6: Power at Play in Negotiations: Moves and Turns
      1. Spotlight on Strategic Moves—and How to Turn Them
      2. Cultivate Your Repertoire of Turns
      3. Second-Generation Issues and Small Wins
      4. Notes
   3. 7: Managing the Negotiation Process: Fostering Problem Solving
      1. Shaping Your Stance to the Circumstance
      2. Using Questions to Promote Problem Solving
      3. Navigating Past Bumps in the Road
      4. Second-Generation Issues and Small Wins
      5. Notes
9. CODA: NOTES ON CHANGE
   1. 8: From Small Wins to Bigger Gains
      1. Small Wins: Categories and Mechanisms
      2. Small Wins: Three Categories
      3. Mechanisms to Disseminate Small Wins
      4. The Implications of Building Small Wins
      5. Notes
10. References
11. Index
12. End User License Agreement

Guide

1. Cover
2. Table of Contents
3. Start Reading
4. Preface
5. CHAPTER 1
6. Index