Negotiate This! by Cohen, Herb -- Read -- Imperial Library of Trantor

Index

Also by Herb Cohen Dedication Acknowledgments Chapter I: The Joy of Detached Involvement

1: A Gaming Mechanism 2: Voluntary Decision Making 3: An Other Worldly Undertaking 4: New Communication Approaches 5: Applying Conscious Inattention

Chapter II: Salvation by Negotiation

1: An Ageless Phenomenon 2: Familiarity Breeds Children 3: Getting Framed 4: Speed Kills 5: “Whahdja Say?” 6: Lend Me a Hand 7: Attuned to the Music 8: Abracadabra 9: A Hollywood Exegesis 10: An Attention Grabber 11: Axioms From Above 12 : Bargaining With a Bastard 13: The Road Less Traveled 14: Negotiating with the Almighty

Chapter III: Playing The Game

1: Style Supersedes Substance 2: The Way of the Gipper 3: An Outsider’s View 4: Less is More 5: All’s Right with the World 6 : Equality—Valued or Tainted? 7: The Optimum Style

Chapter IV: A Mixed-Motive Game

1: Labeling Is Disabling 2: Dial M for Money 3: It Ain’t Necessarily So 4: When You’re Up to Your Neck in Alligators, It’s Easy to Forget That Your Original Objective Was to Drain the Swamp 5: Say Cheese 6: Believing is Seeing 7: A Dynamic of Dual Desires 8: A Problem-Solving Process 9: Can’t Anybody Here Play This Game

Chapter V: A Bargaining Formula

1: Setting Objectives 2: Making How Concessions 3: Open With Commonality 4: The Titanic Principle 5: The Ping-Pong Table Theory of Life 6: Broadening The Gauge 7: The Vail Condo 8: Make ’Em Work 9: You Owe Me an Apology 10: Closing the Deal

Chapter VI: The Perceptual TIP

1: Perception is Reality 2: The Personal Pimple Principle

Chapter VII: Time and Timing

1: The Deadline Rule 2: Deadlines Precipitate Action 3: Inducing Concession Making 4: Deadlines Are Not Always Draconian 5: The Other Side Always Has a Deadline 6: Where Deadlines Are Not Equivalent 7: Where Deadlines Appear Identical 8: Patience Generally Pays 9: Remain Calm and Cool Under Fire

Chapter VIII: Information

1: Don’t Wait for the Starter’s Gun 2: Mapping Prior to the Formal Event 3: The Blessing of Giving 4: The Satisfaction Prescription 5: Expecting Little Diminishes Disappointment 6: Delusions About Dissatisfaction 7: Getting Information 8: Barriers to Obtaining Information 9: The Procuring Principles

Chapter IX: Power

1: Defining Power 2: Perceiving May Be Deceiving 3: Power—Neutral and Often Neglected 4: You Gotta Believe

Chapter X: Sources of Power

1: Competition—Options 2: Legitimacy 3: Risking 4: Commitment 5: Persuasive Capacity 6: A Gaming Attitude 7: Expertise 8: Knowledge of Needs 9: Investment 10: Rewarding or Punishing 11: Identification 12: Morality 13: Precedent 14: Persistence 15: A Concluding Point About Power

Chapter XI: Negotiating This . . . And That

1: Terrorism—A Negotiation by Violent Means 2: Raising Children

Chapter XII: The Game of Life

Bibliography