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Pt. 1 Why Relationships Matter 1
1 The Goal Is Not a Good Deal, but a Good Outcome 3
2 Even Monkeys Demand Fairness 29
3 The Power of Us 49
Pt. 2 The Mind of the Negotiator 73
4 The Four Pillars of Relationship Negotiation 75
5 Don't Feed the Bears! 99
6 Be Prepared 117
Pt. 3 Five Steps to Success 131
7 Goals - What You Really Want 133
8 Routes - How to Get There 157
9 Arguments - Making Your Case 181
10 Substitutes - The Backup Plan 203
11 Persuasion - Winning Them Over 225
Pt. 4 Conclusion 249
12 You Can Negotiate! 251
Appendix A GRASP Negotiation Planner 257
Appendix B Post-Negotiation Evaluation 263
Notes 265
Acknowledgments 269
About the Author 271
Index 273
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