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