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Index
Cover
Other Titles
Title Page
Copyright
Dedication
Contents
Introduction: Why Another Book on Negotiation?
Part I: The Skillful Negotiator
1: What Is Negotiation?
2: Negotiation’s Four Possible Outcomes
3: The Three Critical Elements: Time, Information, and Power
4: Questioning Skills: How to Uncover Your Counterpart’s Needs
5: Listening Skills: A Powerful Key to Successful Negotiating
6: Nonverbal Behavior: The Language of Negotiating
7: Building Trust in Negotiation
8: Sharks, Carp, and Dolphins: Your Negotiating Counterparts
9: The Role of Negotiating Styles
10: Preparing to Negotiate
11: Negotiating over Email, Text, or Phone
12: Asking for a Pay Raise
13: Negotiating at Garage Sales, Swap Meets, or Local Craft Fairs
Part II: 101 Tactics for Successful Negotiation and 20 Bonus Tactics
Index of Tactics
Index of Bonus Tactics
Acknowledgments
Bibliography
About the Authors
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