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Contents

Introduction

Why are people afraid of negotiating?

What is the aim of this book?

How the book is ***anized

How to use the book

1 Key principles and mistakes

Basic principles

Common negotiating mistakes

Review questi***

2 Managing the negotiation process

Step 1: Preparing for negotiation

Step 2: Developing a strategy

Step 3: Getting started

Step 4: Building understanding

Step 5: Bargaining

Step 6: Closing

Review questi***

Case study: The Temperamental Talent

3 Negotiating within groups

Organizing successful meetings

Communicating with impact

Looking for creative soluti***

Achieving c***ensus

Review questi***

Case study: Mawdesley Electronics Company

4 Negotiating between groups

Teamwork

Forming coaliti***

Building integrative agreements

Review questi***

Case study: International Computer Systems

5 Negotiating among cultures

Understanding different cultures

Adopting culture-specific strategies

Review questi***

Case study: B***-Warner Chemicals

6 Toolbox

Guidelines for preparing your negotiation

Key questi*** in developing your strategy

Guidelines for opening the negotiation

Guidelines for building understanding

Guidelines for managing your concession ***

Guidelines for breaking deadlocks

Guidelines for improved problem solving

Guidelines to facilitate movement towards agreement

Guidelines for closing the negotiation

Check-list for reviewing the negotiation

Bibliography

Appendix

Index

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