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Index
Cover
Series Page
Title Page
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Copyright
What You’ll Learn
Contents
Introduction: Negotiation is about creativity, not compromise.
1. The Seven Elements Tool: Carefully define your measure of success.
Section 1: Before You Get in the Room: The best negotiator is the most prepared one
2. Question Your Assumptions About the Negotiation: Develop new, more empowering expectations.
3. Prepare the Substance: Understand interests, brainstorm options, research standards, and consider alternatives.
4. Prepare the Process: Plan how you will work and communicate with the other party.
5. Connect in Advance: Agree on the process and who’s involved.
Section 2: In the Room: Power comes from negotiating with discipline
6. Begin the Negotiation: Establish how you’ll work together.
7. Create and Refine Your Options: Make the most of your time together.
8. Select the Right Outcome: Narrow in on a workable solution and commit with care.
9. Continuously Adapt Your Approach: Be prepared to change course.
Section 3: The Common Challenges: Tools and techniques you can use in specific situations
10. Align Multiple Parties: Avoid inefficiency and chaos.
11. Tame the Hard Bargainer: Shift the conversation.
12. When Communication Breaks Down: Build understanding.
13. When Emotions Get in the Way: Go from boiling to cool.
Section 4: Postgame: Careful review drives learning and improvement
14. Wrap Up the Negotiation: Know when you’re done, and communicate the final decisions.
15. Review What Happened: Use “lessons learned” today for improvement tomorrow.
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