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Book Categories |
Acknowledgments | xii | |
Introduction | xi | |
I. | An Overview | |
1. | The Goal: A relationship that can deal well with differences | 3 |
2. | First Step: Disentangle relationship issues from substantive ones | 16 |
3. | A Strategy: Be unconditionally constructive | 24 |
II. | Basic Elements of a Working Relationship | |
4. | Rationality: Balance emotions with reason | 43 |
5. | Understanding: Learn how they see things | 64 |
6. | Communication: Always consult before deciding--and listen | 84 |
7. | Reliability: Be wholly trustworthy, but not wholly trusting | 107 |
8. | Persuasion, Not Coercion: Negotiate side by side | 132 |
9. | Acceptance: Deal seriously with those with whom we differ | 149 |
III. | The Elements as Parts of a Whole | |
10. | Congruence: Put it all together so that it fits | 173 |
A Note on "Tit-for-Tat" | 197 | |
Analytical Table of Contents | 203 | |
Table of Charts | 213 | |
A Note on the Harvard Negotiation Project | 215 |
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