CONTENTS
PREFACE
PART ONE—THE BASICS
CHAPTER ONE
Why Aren’t You Negotiating?
The Choice to Negotiate
CHAPTER TWO
Creating Common Ground
The Infrastructure of Negotiation
CHAPTER THREE
Creating and Claiming Value
The Value of the Exchange
CHAPTER FOUR
Value Creating
The Integrative Potential in Negotiations
CHAPTER FIVE
Mapping Out the Negotiation
What You Don’t Know Can REALLY Hurt You
CHAPTER SIX
It Takes at Least Two to Tango
Thinking Strategically in Negotiation
PART TWO—THE NEGOTIATION
CHAPTER SEVEN
Who Should Make the First Offer?
Is S(he) Who Speaks First Truly Lost?
CHAPTER EIGHT
Managing the Negotiation
Supplementing and Verifying What You (Think You) Know
CHAPTER NINE
Concede or Else!
The Influence of Promises and Threats
CHAPTER TEN
Should You Let Them See You Sweat (or Cry)?
Emotions in Negotiation
CHAPTER ELEVEN
Power
Having It—or Not—and Getting More
CHAPTER TWELVE
Multiparty Negotiations
The More the Merrier?
CHAPTER THIRTEEN
Auctions
Lots More than Two
CHAPTER FOURTEEN
Bringing It Home
Making the Deal Real
ACKNOWLEDGMENTS
NOTES
INDEX