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| Introduction | |
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| If you have only one hour to prepare... | |
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| Negotiation: A natural gift? | |
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| Rehearsal might get you to Carnegie, but it won't help you negotiate | |
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| The power of making the first offer | |
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| What if you don't make the first offer? | |
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| Don't be a tough or a nice negotiator | |
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| Four sand traps in the golf game of negotiation | |
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| Your industry is unique (and other myths) | |
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| Identify your BATNA | |
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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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| Develop your reservation price | |
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| Beware of ZOPA myopia | |
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| Set optimistic but realistic aspirations | |
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| Plan your concessions | |
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| Be aware of the "even-split" ploy | |
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| The pregame | |
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| The game | |
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| The postgame | |
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| What does "win-win" really mean? | |
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| Satisficing versus optimizing | |
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| There are really only two kinds of negotiations | |
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| Ask triple-I questions | |
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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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| Are you an enlightened negotiator? | |
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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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| Know when to drop an anchor | |
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| The framing effect | |
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| Responding to temper tantrums | |
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| What's your sign? (Know your disputing style) | |
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| Using power responsibly | |
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| Saving face | |
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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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| Building the winning negotiation team | |
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| What if they arrive with a team? | |
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| Of men, women, and pie-slicing | |
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| Know why the fish swim | |
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| It does not make sense to always get to the point... | |
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| Negotiating on the phone | |
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| Your reputation | |
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| Building trust | |
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| Repairing broken trust | |
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| References | |
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| Acknowledgments | |
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| About the Author | |