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| Introduction | |
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| Negotiating - everyone is doing it! | |
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| Are we doomed to fight? | |
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| A new negotiating paradigm | |
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| Negotiating in style - the new negotiating culture | |
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| Win-win and negotiation intelligence (NQ�) | |
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| Negotiation: prowess or proficiency? | |
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| Keys to Intelligent Negotiation | |
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| Free Yourself from Entrenched Positions | |
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| How entrenched positions can take control of you | |
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| Dismantling entrenched positions | |
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| Focusing on interests | |
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| How do you find out about interests? | |
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| Speech is golden? | |
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| With key 1 to a higher NQ, you know that… | |
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| Unlock Hidden Value | |
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| Pattern-breaking thinking | |
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| Negotiation problems as golden eggs | |
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| Negotiating in a fear-free zone | |
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| Rules for value creation | |
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| With key 2 to a higher NQ, you know that… | |
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| Open Your Safety Net | |
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| The aspiration base | |
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| The Bottom Line | |
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| Covering your back: the BATNA | |
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| Divide and rule? | |
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| External distribution criteria | |
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| Tips and tricks | |
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| Your concession strategy | |
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| With key 3 to a higher NQ, you know that… | |
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| Set the Rules of the Game | |
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| Negotiating - a game? | |
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| The importance of the process | |
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| At the negotiating table: the process and the rules of the game | |
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| Away from the negotiating table: determining the game | |
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| Are you a follower or a shaper? | |
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| With key 4 to a higher NQ, you know that… | |
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| From NQ to Corporate NQ� | |
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| Working together for profit | |
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| Negotiating the Wall Street way? | |
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| A Corporate NQ� mentality | |
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| A lone wolf never walks alone | |
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| A different way: negotiating as an organization | |
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| A Corporate NQ� infrastructure: some guidelines | |
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| As an organisation with a high corporate NQ�, you know that… | |
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| Hang Your Keys on the Right Key Holders | |
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| The smart conscious mind | |
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| The stupid conscious mind | |
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| The smart unconscious mind | |
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| The stupid unconscious mind | |
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| With a good understanding of the right key hooks for your higher NQ�, you know that… | |
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| If Your Keys Fall into the Wrong Hands: At the Negotiating Table with Machiavelli | |
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| Why be on the look-out for dirty tricks? | |
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| Black, grey and white dirty tricks | |
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| The twilight zone between grey and black: something for the ethicists | |
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| Watch your words… | |
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| The use of emotions | |
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| How to respond to emotional outbursts | |
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| The five steps of psychological manipulation | |
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| How you can counteract psychological manipulation? | |
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| With good insight into the ethical sensitivities of negotiations, you know that… | |
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| End Notes | |
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| About the Series and the Authors | |
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| Further Information | |