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Introduction | |
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Negotiation: A 30,000-foot view | |
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Negotiation: A natural gift? | |
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The magic bullet: Preparation | |
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Your industry is unique (and other myths) | |
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Win-win, win-lose, and lose-lose negotiations | |
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Four sand traps in the golf game of negotiation | |
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If you have only one hour to prepare | |
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The bottom line on bottom lines | |
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Identify your BATNA | |
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Develop your reservation price | |
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It's alive! Constantly improve your BATNA | |
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Don't reveal your BATNA | |
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Don't lie about your BATNA | |
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Signal your BATNA | |
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Research the other party's BATNA | |
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Black belt negotiation skills | |
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Set optimistic but realistic aspirations | |
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The power of making the first offer | |
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What if the other party makes the first offer? | |
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Plan your concessions | |
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Be aware of the "even-split" ploy | |
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Reveal your interests | |
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Negotiate issues simultaneously, not sequentially | |
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Logrolling (I scratch your back, you scratch mine) | |
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Make multiple offers of equivalent value simultaneously | |
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Postsettlement settlements | |
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Contingent agreements | |
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Psychology | |
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The reciprocity principle | |
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The reinforcement principle | |
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The similarity principle | |
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The anchoring principle | |
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The framing principle | |
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People problems (and solutions) | |
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Responding to temper tantrums | |
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How to negotiate with someone you hate | |
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How to negotiate with someone you love | |
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Of men, women, and pie-slicing | |
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Your reputation | |
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Building trust | |
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Repairing broken trust | |
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Saving face | |
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I-negotiations and E-negotiations | |
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Negotiating on the phone | |
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Negotiating via email and the Internet | |
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When negotiations shift from relational to highly transactional | |
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Negotiating across generations | |
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Negotiating with different organizational cultures | |
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Negotiating with different demographic cultures | |
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Negotiation Yoga | |
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What's your sign? (Know your disputing style) | |
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Satisficing versus optimizing | |
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Are you an enlightened negotiator? | |
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References | |
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Acknowledgments | |
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About the Author | |