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Introduction: Why Another Book on Negotiation? | ||
Pt. I | The Skillful Negotiator | 1 |
1 | What Is Negotiation? | 3 |
2 | Negotiation's Four Possible Outcomes | 9 |
3 | The Three Critical Elements: Time, Information, and Power | 17 |
4 | Questioning Skills: How to Uncover Your Counterpart's Needs | 27 |
5 | Listening Skills: A Powerful Key to Successful Negotiating | 37 |
6 | Nonverbal Behavior: The Language of Negotiating | 45 |
7 | Building Trust in Negotiation | 53 |
8 | Sharks, Carp, and Dolphins: Your Negotiating Counterparts | 61 |
9 | The Role of Negotiating Styles | 67 |
10 | Preparing to Negotiate | 81 |
Pt. II | 101 Tactics for Successful Negotiation | 95 |
Index of Tactics | 201 | |
Acknowledgments | 209 | |
Endnotes | 211 | |
Bibliography | 213 | |
Index | 215 |
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