Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to
- Understand the game so you can better control what
happens
- Predict the sequence of negotiation activitties and move
from disagreement toward agreement
- Indentify the strategies and tactics of other players in the
game
- Apply the rules of the game--the "do's and don'ts" that will
ultimately lead to success
1. The Negotiation Imperative
2. The Flexibility of the Master Negotiator
3. Getting Ready to Negotiate
4. The Art of the Master Competitor
5. Executing a Competitive Negotiation
6. Mastering the Art of Collaboration
7. Mastering the Art of Compromise
8. Mastering Accommodation and Avoidance Strategies
9. Three (or More) Is Crowd: Mastering Multiparty Negotiations
10. Mastering the Framing Process in Negotiation
11. Mastering the Power and Influence Process
12. Mastering Personal Negotiations