Introduction1
Whyarepeopleafraidofnegotiating?2
Whatistheaimofthisbook?3
Howthebookisorganized3
Howtousethebook4
1Keyprinciplesandmistakes1
Basicprindples,8
Commonnegotiatingmistakesl0
Reviewquestions17
2Managingthenegotiationprocess17
Step1:Preparingfornegotiationlt
Step2:Developingastrategy23
Step3:Gettingstarted33
Step4:Buildingunderstanding35
Step5:Bargaining47
Step6:Closing51
Reviewquestions.
Casestudy:TheTemperamentalTalent52
3'NegOtiatingwithingroups58
Organizingsuccessfulmeetings59
Communicatingwithimpact61
Lookingforcreativesolutions64
Achievingconsensus69
Reviewquestions71
Casestudy:MawdesleyElectronicsCompany7l
4Negotiatingbetweengroups79
Teamwork80
Formingcoalitions82
Buildingintegrativeagreements85
Reviewquestions89
Casestudy:InternationalComputerSystems90
5Negotiatingamongcultures95
Understandingdifferentcultures96
Adoptingculture-specificstrategiesl07
Reviewquestionsll0
Casestudy:Borg-WarnerChemicals111
6Toolbox119
Guidelinesforpreparingyournegotiationll9
Keyquestionsindevelopingyourstrategyl20
Guidelinesforopeningthenegotiationl2l
Guidelinesforbuildingunderstanding12l
Guidelinesformanagingyourconcessionmaking'l22
Guidelinesforbreakingdeadlocksl23
Guidelinesforimprovedproblemsolving124
Guidelinestofacilitatemovementtowardsagreementl24
Guidelinesforclosingthenegotiation125
Check-listforreviewingthenegotiation125
Bibliography127
Appendix129
Index167