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Imperial Library
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Index
Cover
Title Page
Copyright
Dedication
Contents
Preface
Part One—The Basics
Chapter One: Why Aren’t You Negotiating?
Chapter Two: Creating Common Ground
Chapter Three: Creating and Claiming Value
Chapter Four: Value Creating
Chapter Five: Mapping Out the Negotiation
Chapter Six: It Takes at Least Two to Tango
Part Two—The Negotiation
Chapter Seven: Who Should Make the First Offer?
Chapter Eight: Managing the Negotiation
Chapter Nine: Concede or Else!
Chapter Ten: Should You Let Them See You Sweat (or Cry)?
Chapter Eleven: Power
Chapter Twelve: Multiparty Negotiations
Chapter Thirteen: Auctions
Chapter Fourteen: Bringing It Home
Acknowledgments
Notes
Index
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