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Index
Praise
Title Page
Copyright
Dedication
Contents
Introduction
I. THE BIG PICTURE
1. Emotions Are Powerful, Always Present, and Hard to Handle
2. Address the Concern, Not the Emotion
II. TAKE THE INITIATIVE
3. Express AppreciationFind Merit in What Others Think, Feel, or Do—and Show It
4. Build AffiliationTurn an Adversary into a Colleague
5. Respect AutonomyExpand Yours (and Don’t Impinge upon Theirs)
6. Acknowledge StatusRecognize High Standing Wherever Deserved
7. Choose a Fulfilling Roleand Select the Activities Within It
III. SOME ADDITIONAL ADVICE
8. On Strong Negative EmotionsThey Happen. Be Ready.
9. On Being PreparedPrepare on Process, Substance, and Emotion
10. On Using These Ideas in the “Real World”A Personal Account by Jamil Mahuad, Former President of Ecuador
IV. CONCLUSION
1. Emotions Are Powerful, Always Present, and Hard to Handle
V. END MATTER
Seven Elements of Negotiation
Glossary
Works Consulted
Acknowledgments
Analytical Table of Contents
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